Around half of surveyed executives report that 30% of their technology development projects suffer from delays or budget overruns, while one in five respondents reported unsatisfactory results 50% of the time. It's all too common for software implementations to go awry, considering that many of these projects could have achieved target results if their strategy, timeline, and approach were more finely calibrated.
Implementing a new software solution requires significant planning. It makes sense that the smoothest projects are well structured, designed to accommodate problem-solving and have the right people in place to execute challenging technical tasks. However, one often overlooked yet equally important project success factor is timing expectations.
Both during your software implementation project, and after your new solution is live, the key to long-term success is setting the right professional trajectory. Your software implementation partner will be able to structure a successful project. But, what should you do to ensure a successful adoption post-project? The best, most sustainable pricing transformations don't happen overnight. They grow. They evolve. They build.
And the smartest strategy?
Think big, but start small.
Let's get one thing straight: you should think big.
You invested in pricing software because of the revenue potential of dynamic, data-driven pricing. Your potential margin increases are significant, the tool can help your sales team accelerate deals, and find the optimal price of each win.
But, it's important to remember that vision is your North Star, not your starting point. You don't want to rush the transition and thus potentially alter the progressive trajectory of your transition to more sophisticated pricing operations.
Where companies often stumble is trying to tackle everything at once. New tools, new processes, new reporting, and new change management are all deployed in a single wave. It's a recipe for burnout, confusion, and stalled momentum.
Your team is going to be more engaged in the pricing transformation if they see results—early and often. That's why it's critical to identify a handful of high-impact, low-complexity opportunities where the pricing software and new business processes can shine and be successful. Moreover, if you give your team time to integrate the new tool into their daily workflows, you can actually speed up your progress toward your ultimate goal .
Start by identifying the most high-impact first initiatives, such as:
Whatever your "small start" is, pick something manageable that will give you quick success. Then celebrate it with your team. Every win builds credibility. Every success earns internal champions. And every milestone reinforces confidence in the efficacy of this transformation.
Once you've established a strong start, then it's time to build. Introduce more business units. Layer in AI-driven price guidance or elastic pricing strategies. These advanced capabilities are powerful—but they're best leveraged once your foundation is strong.
Treat your implementation like a staircase, not a launchpad. Each step should bring your team closer to a more sophisticated, agile pricing organization. But each step should also be intentional, measured, and fully adopted before moving on to the next.
Let's fast-forward a bit. Your pricing software is implemented. Your team has a few wins under its belt. You've rolled out some key capabilities and people are starting to get comfortable with the new tools. So now what?
To keep your pricing solution optimized and aligned with your evolving business needs, you need a plan for ongoing management and continuous improvement. And unless you have a dedicated in-house team with deep expertise in pricing software, pricing strategy, change enablement, and time to spare, you might want to consider managed services.
Managed Services is a long-term support model where a trusted partner helps you run, enhance, and evolve your pricing software after implementation. Think of it as an extension of your team, experts who live and breathe pricing technology, working behind the scenes to:
Pricing isn't static. Your markets shift, competitors change, products launch, and strategies evolve. And your pricing system needs to flex with all of that without becoming a burden on your internal resources. With Managed Services, you get proactive support and strategic partnership, not just a help desk. You'll spend less time troubleshooting and more time innovating.
Pricing transformation is a journey, not a sprint. While the technology itself holds massive potential, success ultimately comes down to how thoughtfully you approach each phase of implementation and adoption. As the data shows, even the most promising projects can fall short without the right strategy, timing, and support.
The most successful pricing leaders recognize that long-term value doesn't come from trying to do everything at once. It comes from thinking big while starting small, using early wins to build momentum, validate value, and create organizational buy-in. Each step, from early automation to more complex AI-guided pricing, should be intentional and aligned with your evolving business goals.
In the end, pricing transformation is as much about mindset as it is about technology. Be patient. Be purposeful. And remember: lasting change doesn't happen overnight.
This article is the eighth and final installment of our ongoing pricing project series.
These articles are designed to meticulously unfold the complexities of pricing software implementations. Our approach provides a clear roadmap from the project's outset, introducing each crucial phase in detail and making it easier to absorb and apply the information effectively.
Over the course of this series, we covered the following topics: