Pricing and commercial growth for B2B companies
Many B2B companies leave money on the table due to reliance on unstructured commercial processes, gut instinct decision-making, and pricing strategies that are overly influenced by costs rather than value.
NewAlpha helps B2B companies center their commercial strategy on value, ensuring the right value reaches the right customer at the right price.
With over 15 years of experience in commercial strategy, pricing & revenue management, sales, high-stakes negotiations, product management, and marketing, we deliver practical and measurable improvements. No endless reports - just impactful outcomes through close collaboration with your team.
We’re always ready to put skin in the game, whether by tying our fees directly to
results, accepting equity stakes as payment, or co-investing alongside you.Within B2B we operate in various industries, including Industrials, Manufacturing,
SaaS/AI/Platforms, Professional Services, Financial ServicesJoris Smits
Founder & Advisor
Joris is a globally renowned commercial strategy & pricing expert and the author of Pricing Power. With over 15 years of experience in commercial strategy, pricing & revenue management, sales, high-stakes negotiations, product management, and marketing, he has served as a trusted advisor to numerous prominent B2B companies, driving impactful commercial transformations. Joris has held various key commercial leadership roles at Cargill. He also held various consultancy roles, including positions at Simon-Kucher & Partners and PwC.
Expertise
Commercial strategy
- Customer segmentation on willingness to pay
- Positioning
- Value proposition
- Customer life time value
- Bundling and packaging
- Distribution and channel strategy
- Product innovation and management
Value-based pricing
- Pricing strategy
- Price positioning
- Price differentiation
- Recurring revenue models
- Dynamic pricing
- Psychological pricing
- Pricing operating model (organization and process)
Value-based selling & negotiating
- Sales effectiveness
- Structured deal management
- Value-based proposals
- Key account contract negotiations
- Cross and upsell strategies
- Sales operating model (organization and process)
AI, tools & analytics
- AI-driven price optimization
- Price management
- Commercial analytics and reporting capabilities
- AI-supported configure, price, quote (CPQ)
- CRM & Pipeline Management
Services
Consulting
Interim
Training & Coaching
How we can collaborate
Fixed fee
Concrete scope and results, no surprises.
Outcome based
I like to partly tie my fee to measurable results and be in the game together.
Equity stakes
As form of payment or by co-investing with you.
Selection of our clients
“Collaborating with Joris was a game-changer. His thought leadership in pricing enabled us to co-create a model that aligns perfectly with our customers' needs and maturity. It also helped refine how we market our solutions and communicate our value. I would strongly recommend him to anyone seeking to elevate their pricing strategy.''
Jelle Groenendaal & Bram Ketting, Co-founders, 3rdRisk (SaaS)
Recent cases
3rdRisk:
Elevating pricing, packaging and go-to-market
Industry: SaaS, Third party risk management
PGGM:
Packaging and Pricing for HR-benchmarking services
Industry: SaaS, Financial Services
Target due diligence: Pricing and monetization capabilities
Industry: Private Equity
EPSA / Boer & Croon:
Value-based selling workshops
Industry: Management consulting, Interim and Search
Insights
For most B2B companies, the top 20% of customers account for 80% oftotal revenue, with the top 10...Every B2B company today needs AI-driven pricing, though not all recognize it, and only a few...The question, "What is the best pricing model for me?" actually contains two hidden questions....Investing in your pricing strategy is the most effective way to increase your bottom line. Yet...Imagine you could charge different prices based on your customers' willingness to pay. In this...Get in touch
E: joris@newalpha.partners
T: +31 6 2537 8549
