How we help
We quantify the value your offer creates against the customer's next-best alternative, set price positions on a value map and build the pricing logic sales can defend. Prices move from cost-plus or competitor-matching to value.
Value creation against the next-best alternative.
Value maps with competitor scenarios.
Discount authority and exceptions.
A value story and objection handling.
Click a problem to see its signs, causes and the evidence from client work.
Sales Excellence & Key Account Management
“We have been sales and rebate led for years. Value is never part of the conversation.”
Read more →Sales Excellence & Key Account Management
“Every price change turns into a standoff with our biggest customers.”
Read more →Strategic Marketing & Growth
“Competitors closed the technical gap. Now it is all about price.”
Read more →Strategic Marketing & Growth
“Great product. The launch missed its targets.”
Read more →Pricing & Value
“When markets get uncertain, we fall back on cost-plus.”
Read more →Pricing & Value
“Rebates and exceptions are eating margin, and nobody tracks it.”
Read more →Pricing & Value
“We gave away the innovation premium.”
Read more →Pricing & Value
“Every negotiation becomes a discount conversation.”
Read more →"We've been sales and rebate led for years."
Your strategy now depends on selling on value, but the sales force, pricing and segmentation were built for volume.
How we help →"We're about to launch, and the price is cost plus margin."
A new product worth tens of millions is about to be priced without a view of its value to customers.
How we help →“A new device was being priced at cost plus, with no view of its value to anyone in the value chain.”
Agriculture · Europe
[Result]
Two years after launch, a technically excellent cereal seed treatment was missing its targets. Quantifying its value to growers reset the offer and the price.
Read the case →Paper & Pulp · Polymer chemistry
[Result]
A polymer chemistry leader had a capacity-constrained technology for paper mills that could cannibalize its existing sales.
Read the case →Life Sciences · Delivery devices
Recent work · 2025–2026
A business unit was about to price a new drug-delivery device at cost plus, with no view of its value to the value chain. The opportunity was significant.
Read the case →Articles by Market Edge consultants on mkt-edge.com.
Yes, where segments value service, supply assurance or application support. It starts with knowing which customers value what.
A first value calculation and price position can be built in weeks; embedding pricing discipline takes longer.
How we help
We group customers by what they need and value, then design an offer, service level and price for each group.
How it works →How we help
We help you choose the accounts that deserve a strategic plan, build one-page key account plans with the team, and connect them to resources, forecasting and reviews.
How it works →How we help
A company-branded academy gives the whole commercial team one language, process and toolbox, applied to real markets.
How it works →Book a 20–30 minute sounding board conversation with a senior consultant who has sat in your seat. No cost, no commitment.