B2B Pricing: Navigating the Next Phase of the AI Revolution
B2B Pricing: Navigating the Next Phase of the AI Revolution
McKinsey argues that AI is driving the next major evolution in B2B pricing, shifting organizations from human-led pricing decisions supported by analytics to increasingly AI-orchestrated pricing systems with human oversight. In the article, McKinsey & Company highlights how generative and agentic AI can improve pricing speed, consistency, margin optimization, and discount management by analyzing large volumes of market, customer, and transaction data in real time. Early adopters are already seeing measurable gains, including faster realization of pricing improvements and significant margin expansion. The piece emphasizes that success depends on building strong analytical foundations, governance, and human guardrails while redesigning workflows around AI rather than simply layering tools on
