Case Study: Innovative Healthcare Company recovers 300 basis points from overdiscounting with PROS

Medtech Firm Curbs Overdiscounting to Recoup 300 BPS

An innovative medtech company faced growing price transparency and increasingly powerful buying groups that left sales teams reacting with deep, inconsistent discounts and extreme price variance. To protect margins and maintain a competitive edge, the company needed to modernize pricing capabilities and eliminate reactionary tactics that were driving revenue leakage.

By deploying PROS’ AI-driven pricing and guidance software—featuring self-serve peer-price reporting, margin waterfall analytics, microscopic customer segmentation, and real-time willingness-to-pay guidance—the company moved from manual, reactive pricing to a disciplined, data-driven approach. The result: the business beat fiscal goals two years running, recovered 300 basis points lost to overdiscounting, and increased market share while maintaining pricing discipline.