# Revomo Blog: pricing and margin, in practice > Practical writing on margin leakage, price realization, pricing ownership and what replaces the spreadsheet, for manufacturers and distributors. Source: https://revomo.ai/blog/ --- Latest Sep 22, 2026 ## Revomo Blog: pricing and margin, in practice Where margin leaks, why price increases fail to land, who should own the number, and what governed commercial execution looks like once it leaves the spreadsheet. Discover by topic [Pricing Strategy](https://revomo.ai/blog/?topic=pricing-strategy#articles)[Price Realization](https://revomo.ai/blog/?topic=price-realization#articles)[Pricing Ownership](https://revomo.ai/blog/?topic=pricing-ownership#articles)[Pricing Systems](https://revomo.ai/blog/?topic=pricing-systems#articles) ### Featured articles [Price RealizationApr 21, 2026 #### The Price Waterfall - A Simple Primer and Why it Matters So Much](https://revomo.ai/blog/the-price-waterfall-a-simple-primer-and-why-it-matters-so-much/)[Price RealizationMay 20, 2026 #### Pricing Guidance 101 - Guidance Your Sales Team Will Actually Use](https://revomo.ai/blog/pricing-guidance-101/)[Pricing SystemsJun 2, 2026 #### What Pricing Looks Like When It Lives in Spreadsheets](https://revomo.ai/blog/what-pricing-looks-like-when-it-lives-in-spreadsheets/) ← → ### All articles - All 13 - Pricing Strategy 6 - Price Realization 3 - Pricing Ownership 2 - Pricing Systems 2 Every article, newest first. The methods, the myths and the thinking behind a price. From list to pocket: the waterfall, sales guidance and cost shocks. Who decides, who can say no, and the rhythm that makes it stick. What spreadsheet pricing really costs, and what replaces it. [Pricing Systems #### Admitting the Spreadsheet Is Broken Is the Easy Part Everyone agrees the pricing spreadsheet is broken. The hard part is choosing what replaces it: why the usual fixes stall, and how to write the job before picking the tool.Alex Hoff · 8 min read · Sep 22, 2026](https://revomo.ai/blog/admitting-the-spreadsheet-is-broken-is-the-easy-part/)[Pricing Systems #### What Pricing Looks Like When It Lives in Spreadsheets If your pricing lives in spreadsheets, it doesn’t actually live anywhere. What Excel-based pricing really costs, and the five things a real pricing system has to do.Alex Hoff · 12 min read · Jun 2, 2026](https://revomo.ai/blog/what-pricing-looks-like-when-it-lives-in-spreadsheets/)[Price Realization #### Pricing Guidance 101 - Guidance Your Sales Team Will Actually Use Give a rep one number and a max discount and you’ve built a slippery slope. How to give sales a Target, Stretch, and Floor they’ll actually use.Alex Hoff · 11 min read · May 20, 2026](https://revomo.ai/blog/pricing-guidance-101/)[Pricing Ownership #### Nobody Owns Pricing at Your Company. You’ve Decided To. Now What? You don’t need a pricing team, you need three things, in order: a source of truth, one person who can say no, and a monthly rhythm.Alex Hoff · 7 min read · May 14, 2026](https://revomo.ai/blog/nobody-owns-pricing-at-your-company-youve-decided-to-now-what/)[Price Realization #### Pricing in an Era of Cost Shocks: A Practical Framework for Margin Agility Tariffs, energy spikes, supply shocks. A practical three-step framework for protecting margin when costs move against you.Alex Hoff · 3 min read · May 5, 2026](https://revomo.ai/blog/pricing-in-an-era-of-cost-shocks-a-practical-framework-for-margin-agility/)[Price Realization #### The Price Waterfall - A Simple Primer and Why it Matters So Much List price to pocket margin: what the price waterfall reveals, why averages lie, and where the first 2–3 points of margin recovery are hiding.Alex Hoff · 7 min read · Apr 21, 2026](https://revomo.ai/blog/the-price-waterfall-a-simple-primer-and-why-it-matters-so-much/)[Pricing Strategy #### There Is No Such Thing as a Commodity. Only Commoditized Thinking. “We’re basically a commodity” is a decision dressed up as an observation. Why commoditized thinking, not the market, erodes your pricing power.Alex Hoff · 3 min read · Apr 14, 2026](https://revomo.ai/blog/there-is-no-such-thing-as-a-commodity-only-commoditized-thinking/)[Pricing Strategy #### The Price Conversation You're Not Having with Your Best Customers Your most loyal customers are often your most under-priced. And they're usually willing to pay more; if you can articulate why.Alex Hoff · 3 min read · Apr 9, 2026](https://revomo.ai/blog/the-price-conversation-youre-not-having-with-your-best-customers/)[Pricing Strategy #### How to Build a Simple Value Map for Any B2B Product or SKU Value-based pricing is the gold standard and the hardest to execute. A two-axis value map (value drivers against competitive position) gives any B2B product or SKU a working answer without a research program.Alex Hoff · 5 min read · Mar 30, 2026](https://revomo.ai/blog/how-to-build-a-simple-value-map-for-any-b2b-product-or-sku/)[Pricing Strategy #### The Three Primary Pricing Methods Every B2B Company Uses (Intentionally or Not) Every price your company quotes can be traced back to one of three primary methods. You might not have named them. You might not have chosen them.Alex Hoff · 3 min read · Mar 17, 2026](https://revomo.ai/blog/the-three-primary-pricing-methods-every-b2b-company-uses-intentionally-or-not/)[Pricing Ownership #### Who Actually Owns Pricing in Your Company? (The Answer Might Surprise You) If everyone owns pricing, no one does. And the result is margin erosion hiding in plain sight.Alex Hoff · 4 min read · Mar 10, 2026](https://revomo.ai/blog/who-actually-owns-pricing-in-your-company-the-answer-might-surprise-you/)[Pricing Strategy #### The 5 Biggest Pricing Myths in B2B Manufacturing & Distribution “The market sets the price” is not a pricing strategy. It’s a margin-surrender strategy.Alex Hoff · 4 min read · Mar 3, 2026](https://revomo.ai/blog/the-5-biggest-pricing-myths-in-b2b-manufacturing-distribution/)[Pricing Strategy #### Why Pricing Is the Most Underrated Profit Lever in B2B A 1% improvement in realized price outperforms a 1% increase in every other profit lever a company has, by far. Here’s why B2B pricing is the fastest path to margin.Alex Hoff · 3 min read · Feb 26, 2026](https://revomo.ai/blog/why-pricing-is-the-most-underrated-profit-lever-in-b2b/) No articles in this topic yet. ### Recent - [Admitting the Spreadsheet Is Broken Is the Easy PartPricing Systems](https://revomo.ai/blog/admitting-the-spreadsheet-is-broken-is-the-easy-part/) - [What Pricing Looks Like When It Lives in SpreadsheetsPricing Systems](https://revomo.ai/blog/what-pricing-looks-like-when-it-lives-in-spreadsheets/) - [Pricing Guidance 101 - Guidance Your Sales Team Will Actually UsePrice Realization](https://revomo.ai/blog/pricing-guidance-101/) - [Nobody Owns Pricing at Your Company. You’ve Decided To. Now What?Pricing Ownership](https://revomo.ai/blog/nobody-owns-pricing-at-your-company-youve-decided-to-now-what/) - [Pricing in an Era of Cost Shocks: A Practical Framework for Margin AgilityPrice Realization](https://revomo.ai/blog/pricing-in-an-era-of-cost-shocks-a-practical-framework-for-margin-agility/) - [The Price Waterfall - A Simple Primer and Why it Matters So MuchPrice Realization](https://revomo.ai/blog/the-price-waterfall-a-simple-primer-and-why-it-matters-so-much/) - [There Is No Such Thing as a Commodity. Only Commoditized Thinking.Pricing Strategy](https://revomo.ai/blog/there-is-no-such-thing-as-a-commodity-only-commoditized-thinking/) - [The Price Conversation You're Not Having with Your Best CustomersPricing Strategy](https://revomo.ai/blog/the-price-conversation-youre-not-having-with-your-best-customers/) Follow along ### Get the next article when it lands. New pieces go out on the feed first. If you would rather start with your own numbers, send extracts and get your price-to-pocket waterfall back. The first look is free. [Subscribe to the feed](https://revomo.ai/rss.xml)[Assess your margin opportunity](https://revomo.ai/margin-assessment/) [Latest #### Admitting the Spreadsheet Is Broken Is the Easy Part Everyone agrees the pricing spreadsheet is broken. The hard part is choosing what replaces it: why the usual fixes stall, and how to write the job before picking the tool.](https://revomo.ai/blog/admitting-the-spreadsheet-is-broken-is-the-easy-part/) Field guides ### Read our guides Long-form and illustrated, for the people who own the number. Each one walks a hypothetical company through one operating decision. [All field guides →](https://revomo.ai/field-guides/) [Field guide · 12 min read #### One organization, many workspaces How a group of acquired brands runs pricing without choosing between autonomy and control.Read the guide →](https://revomo.ai/field-guides/one-organization-many-workspaces/)[Answers #### Straight answers to the questions buyers actually ask. Short, sourced and specific: what Revomo does, what it does not, and what running it involves.Browse the answers →](https://revomo.ai/answers/)