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WHO WE SERVE

 

WHO WE SERVE

 

WHO WE SERVE

 

WHO WE SERVE

 

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What We Offer

ICX helps companies grow revenue and profitability by connecting customer experience, sales, pricing, CRM and automation into one commercial system.

Customer Experience

We design memorable, customer-centered experiences that drive loyalty, enhance support, and optimize every stage of the journey. From maturity frameworks and experience maps to loyalty programs, service design, and feedback analysis, we help brands deeply connect with users and grow sustainably.

Marketing & Sales

We drive marketing and sales strategies that combine technology, creativity, and analytics to accelerate growth. From value proposition design and AI-driven automation to inbound, ABM, and sales enablement strategies, we help businesses attract, convert, and retain customers effectively and profitably.

Pricing & Revenue

We optimize pricing and revenue through data-driven strategies and integrated planning. From profitability modeling and margin analysis to demand management and sales forecasting, we help maximize financial performance and business competitiveness.

Digital Transformation

We accelerate digital transformation by aligning strategy, processes and technology. From operating model definition and intelligent automation to CRM implementation, artificial intelligence and digital channels, we help organizations adapt, scale and lead in changing and competitive environments.

 

 

Operational Efficiency  

We enhance operational efficiency through process optimization, intelligent automation, and cost control. From cost reduction strategies and process redesign to RPA and value analysis, we help businesses boost productivity, agility, and sustainable profitability.

Customer Experience

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Marketing & Sales

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Pricing & Revenue

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Digital Transformation

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Operational Efficiency 

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Revenue Growth Management (RGM) Consulting

We help consumer goods, manufacturing and distribution companies grow revenue and margin together through price, pack, promotion, mix and channel terms.

Revenue Growth Management (RGM) Consulting

We help consumer goods, manufacturing and distribution companies grow revenue and margin together through price, pack, promotion, mix and channel terms.

Why Growth in Consumer Goods Does Not Always Become Profit

The national sales director has just closed the annual negotiation with the largest retail chain. The volume commitment looks good, but the agreement adds a new promotional calendar, a higher off-invoice discount and a growth rebate on the whole portfolio. Three months later finance reports that the account grew and its margin fell. Nobody signed a bad deal on purpose. Each concession made sense on its own, and nobody saw them together.

Revenue growth management exists to see them together. In consumer goods, manufacturing and distribution, revenue is shaped by many small decisions spread across teams. Marketing designs packs and promotions, sales negotiates terms with each channel, finance sets list prices from cost plus a margin, and trade spend grows every year without a clear return.

Revenue growth management consulting at ICX Consulting connects those decisions with real cost to serve and with the way the company sells. It is part of the pricing and revenue management practice of ICX Consulting, a Customer Experience and Commercial Strategy firm headquartered in Miami that works with mid-market and enterprise companies.

Request an initial executive diagnostic session

Consultants working with a client team on pricing strategy and revenue management

What Is Revenue Growth Management?

Revenue growth management, often called RGM, is the discipline of growing revenue and margin together by coordinating every commercial lever that affects net price and volume. Some companies call it net revenue management, because its focus is the revenue that remains after discounts, promotions and trade terms. It works best as a management system with rules, data and owners.

Pricing Strategy

List prices and price positioning by brand, category and channel, built from shopper value, competitive position and real cost.

Price Pack Architecture

Pack sizes, formats and price points that give each shopper and channel the right offer, protect price per unit and avoid packs that compete with each other.

Promotions and Trade Spend

Promotional depth, frequency and mechanics judged by their real return, so trade investment funds growth instead of buying volume that would have come anyway.

Product and Channel Mix

Which products, packs and channels to push, based on the margin each one contributes after cost to serve.

Commercial Terms With Channels

Discounts, rebates, payment terms and service levels agreed with retailers, wholesalers and distributors, tied to conditions and measured account by account.
Revenue growth management is not about raising prices. It is about knowing which growth pays.

Sales Planning Resources
Cover of the successful sales plan template

Successful sales plan template
Cover of the GPCT guide on goals, plans, challenges and timeline

GPCT Guide

How Revenue Growth Management Connects With Pricing, Costing and Sales

Revenue growth management fails when it stays in a spreadsheet owned by one team. ICX connects it with three disciplines. The first is cost to serve, measured by customer, channel and product with Costing IQ and activity-based costing. The second is pricing, where the pricing and revenue management practice designs price architecture and discount rules and Pricing IQ keeps them current every month.

The third is the sales model. Through ICX Revenue Architecture, the terms agreed with each channel reach key account plans, the customer relationship management (CRM) system and the quote, so the price leadership approves is the price the team negotiates. That is why our sales consulting services and our pricing work are designed together.
Revenue is designed before the sale, not explained at month end.

Contact ICX Consulting

How ICX Builds a Revenue Growth Management Capability

  1. Diagnostic with PCR. PCR, the integral ICX diagnostic of pricing, costing and revenue management, reviews net price, promotions, trade terms, mix and cost to serve by customer and channel.
  2. Maturity assessment. The Pricing and Revenue Management Maturity Model positions the company and turns the gaps into a prioritized roadmap.
  3. Design of the levers. We define price corridors, price pack architecture, promotional guidelines, mix priorities and a trade terms policy with approval limits.
  4. Technology and data. Mid-sized and large companies use Symson for pricing and MyABCM for costing with Power BI, while smaller ones use Power BI and Fabric. Rules reach the quote through HubSpot or Salesforce.
  5. Monthly management. With Pricing IQ and Costing IQ, ICX reviews results every month and recommends adjustments when costs, competitors or channels move.
Want to know which growth pays in your portfolio? Talk with our pricing team.

Contact ICX Consulting

Who Revenue Growth Management Is For

Revenue growth management was born in consumer goods, but the same logic applies wherever a company sells through channels and negotiates terms with them.

  • Consumer goods manufacturers that sell to supermarkets, wholesalers and traditional trade, with many packs and promotions.
  • Industrial manufacturers that sell through distributors and dealers, with price lists, rebates and volume agreements.
  • Distributors and importers that manage large portfolios, supplier costs that change often and margins that depend on mix.

Consumer goods, energy and telecommunications companies such as Nestlé, Gerber, Chevron and AT&T have trusted ICX Consulting. The practice is led by Iván Arroyo, Director of the Pricing and Revenue Management Practice, with 25 years of experience at EY, KPMG and ICX Consulting.
Is trade spend growing faster than sales? Let us review your revenue growth together.

Contact ICX Consulting
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Pricing, Costing and Quoting Technology We Implement

Symson, MyABCM, Power BI, HubSpot and Salesforce.

Pricing, Costing and Quoting Technology We Implement

Symson, MyABCM, Power BI, HubSpot and Salesforce.

pricing strategy platforms

MyABCM and Power BI


MyABCM automates activity-based costing and is the tool ICX uses with Costing IQ for mid-sized and large companies, with Power BI dashboards for leadership. Smaller companies run the same model on the Microsoft stack with Power BI and Fabric.

Salesforce


As a Salesforce Consulting Partner, ICX configures price books, discount approvals and quoting in Salesforce and connects them with pricing and costing data, so every quote follows the same rules.

Symson


Symson is the pricing and price optimization software ICX uses in Pricing IQ for mid-sized and large companies. It brings price lists, discount rules and price recommendations into one governed place, under the rules your leadership approves.

HubSpot


As a HubSpot Solutions Partner at Platinum tier, ICX takes approved price rules, product catalogs and quote approvals into HubSpot, so sellers quote within the limits leadership defines and margin is visible in every deal.

Business processes run by humans, robots and AI agents

Price Management for All Types of Business Models


How companies with different business models organize the way they set, approve and review prices.

Read

When High Sales Do Not Mean High Profits


Why the largest customers are not always the most profitable, and how to rethink client value.

Read

Frequently Asked Questions About Revenue Growth Management

Find Out Which Growth Pays in Your Portfolio

Request an initial executive diagnostic session at no cost. In about 60 minutes our pricing team reviews your prices, promotions and channel terms. Contact ICX Consulting to schedule it.

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