The situation
B2B deals were being priced and incentivized on instinct and list-price discipline, while the variables that actually predicted a good deal — customer, configuration, competitive context — sat unused in the data.
What we did
- 01Improved the B2B sales-incentive program so sellers were rewarded for margin quality, not just volume.
- 02Built statistical deal-scoring using CHAID decision trees across the variables that drive deal outcomes.
- 03Put the scores into the deal process, where they shaped pricing and approvals rather than sitting in a report.
- 04Structured the engagement outcome-based — measured on the margin it moved.
The outcome
- Significant improvement in margins.
- A deal process where pricing and incentives point the same direction — toward deal quality.
Engagement delivered by Avirso leadership during their tenure at a global management consultancy, prior to founding Avirso.