ProfitOptics helps distributors and manufacturers improve pricing, rebates and quoting through commercial advisory and technology capabilities built around their existing ERPs and systems.
Some customers know what they want to build. Others see an opportunity but need help defining the right approach. ProfitOptics supports both: assessing the opportunity, shaping the commercial strategy and building the capabilities needed to put it to work.
Customers can engage ProfitOptics for advisory, a technology build or a combination of the two. The starting point is the improvement expected to create the greatest immediate business impact.
Founded in 2008 and headquartered in Richmond, Virginia, ProfitOptics brings commercial expertise, data knowledge and engineering together to help customers capture more margin and make work easier.
Who does ProfitOptics work with?
ProfitOptics works primarily with U.S. distributors, along with manufacturers, whose commercial complexity creates opportunities to improve pricing, rebates and quoting.
Distributors may operate multiple branches, manage large product catalogs and serve customers with different pricing structures. Relevant sectors include medical and healthcare, building products, food, industrial and electrical distribution.
Manufacturers may manage complex distributor relationships, channel pricing, rebates, chargebacks, group purchasing organization agreements or their own distribution operations.
Growth, acquisitions, new branches and expanding supplier agreements can make familiar processes harder to manage. Pricing, finance, sales, operations and technology leaders may share responsibility for improving them.
Some businesses need a clearer commercial approach. Others have a sound strategy but lack the tools or capacity to execute it consistently. ProfitOptics helps connect the opportunity to a practical next step.
What does ProfitOptics help customers do?
ProfitOptics combines commercial advisory with the ability to build pricing, rebate and quoting capabilities around existing systems.
Define the opportunity and commercial approach
Advisory work can help customers understand where margin is being lost, identify pricing opportunities and determine what should change.
Depending on the need, this can include:
- Assessing pricing, discounting and margin performance.
- Developing customer and product segmentation.
- Evaluating pricing structures and competitive positioning.
- Defining pricing rules, discount guardrails and approval authority.
- Reviewing channel pricing, rebates and commercial terms.
- Improving pricing processes, performance measures and sales enablement.
- Prioritizing opportunities by financial impact and practical feasibility.
An advisory engagement can stand on its own. When new technology is needed, the commercial direction informs what gets built.
Build pricing capabilities
ProfitOptics builds price optimization, pricing execution, governance, guardrail and analytics capabilities.
These help teams determine appropriate prices, put strategy into practice, manage exceptions and approvals, and understand margin performance.
Improve rebates and chargebacks
ProfitOptics helps customers assess rebate and chargeback processes and builds capabilities for management, reconciliation, calculation and validation.
The work connects agreements to transactions and claims, helps teams investigate exceptions and identifies potential leakage or missed recovery. ProfitOptics also performs focused rebate and chargeback audits.
Make quoting work better
ProfitOptics builds quote automation, guided selling and product matching capabilities.
These help teams assemble information, apply pricing and margin rules, manage approvals and prepare customer-specific offers.
Connect the data behind the work
Customer, product, supplier and transaction data supports each of these functions.
Consistent definitions and hierarchies help teams reconcile information, validate rebates and make pricing decisions using a shared understanding of the business.
How does ProfitOptics work with customers?
Start with the need
The engagement begins with what the customer wants to improve and what is already understood.
If the commercial direction is clear, ProfitOptics can focus on building the required capability. If the opportunity or approach needs further definition, advisory work can establish the priorities, business rules and requirements.
Customers do not need to complete an advisory engagement before every build.
Work with the customer’s team
ProfitOptics leads the engagement and works directly with the customer’s business and technology stakeholders, with executive sponsorship to support decisions and alignment.
The customer brings business knowledge and priorities. ProfitOptics brings commercial expertise, data capabilities and engineering. Together, the teams establish scope, responsibilities, customer effort and how progress will be reviewed.
Build around existing systems
ProfitOptics works with existing ERP and technology environments, including SAP software, Infor software, Epicor Prophet 21 software and homegrown systems.
The approach retains the core systems that work and builds the commercial capabilities the business needs around them. System access, data connections and workflow requirements are established for the engagement.
Design for daily use
The solution accounts for business rules, exceptions, employee judgment and the way people work.
Where the environment supports it, information and guidance can appear within tools people already use. Advisory can also help establish the processes, decision rights and practices needed to make the improvement stick.
Use established foundations
Catalyst, ProfitOptics’ technology foundation, provides reusable modules and accelerators that give a build a substantial starting point.
Custom work focuses on the customer’s specific logic, data connections and workflows. AI supports engineering activities such as specification, development, testing and documentation, under experienced human direction.
Build on what pays off
ProfitOptics focuses on opportunities expected to deliver meaningful financial or operational impact. Technology engagements aim to deliver value in months, with milestones established for the scope.
Recovered margin, better decisions or time saved can help support further improvements. Customers can build on results at a pace that works for their business.
How is ProfitOptics different from other options?
ProfitOptics connects commercial decisions to the capabilities needed to carry them out.
A customer can get help determining what should change, building the technology to support it, or both. The work is shaped around the customer’s existing systems, commercial requirements and team capacity.
|
Option |
What customers need to evaluate |
How ProfitOptics fits |
|
SaaS pricing, rebate or CPQ software |
Business fit, implementation effort, workflow changes and flexibility for specific requirements |
Provides an alternative through advisory and capabilities built around existing systems |
|
Advisory or consulting engagement |
How recommendations will translate into daily decisions, processes and technology |
Can connect the commercial approach to the engineering and delivery needed to put it to work |
|
Internal IT |
Available capacity, competing priorities and specialized commercial expertise |
Adds pricing, rebate and quoting expertise alongside data and engineering capacity |
|
ERP configuration or development |
Whether existing functionality can meet the requirement or additional capabilities are needed |
Helps define the need and works with the existing environment to address it |
For many customers, their pricing engine already consists of ERP logic, spreadsheets, business rules and experienced employees. That combination keeps the business running, but can require increasing effort as commercial complexity grows.
Spreadsheets often preserve useful knowledge and flexibility. ProfitOptics considers what people need to retain while reducing manual burden, inconsistent information and dependence on individual employees.
The right answer may be a change to pricing strategy, a clearer process, existing system configuration or a new capability. The starting point is understanding the opportunity.
Who leads ProfitOptics?
ProfitOptics brings together leaders in commercial strategy, pricing, data, technology, finance and delivery.
- Geoff Marlatt, Chief Executive Officer
- Jon Ladle, Chief Strategy Officer
- Phil Poresky, Chief Operating Officer
- Jeff Mathis, Chief Financial Officer
- Aleksandar Vucetic, Chief Technology Officer
- Brandon Lassiter, Chief Data Officer
- Dave Anderson, Managing Director, Commercial Excellence Strategy
- Brian Cox, Chief Pricing Officer
- Felicia Holzgrefe, Vice President, Delivery Operations
What results has ProfitOptics delivered?
$250M+ in margin expansion
For a $15 billion distributor, ProfitOptics built a scenario-based pricing engine around its existing ERP and data warehouse.
The solution supported pricing models across customers, products and geographies, with recommendations and dashboards that made trade-offs visible before action. The customer achieved $250M+ in margin expansion from newly optimized prices.
Twice the sales team efficiency
For a $400 million healthcare distributor, ProfitOptics built a quote-to-order platform around the existing ERP and CRM.
The solution combined guided quote creation, pricing and contract logic, quote-to-order conversion and an administrator-configurable rules engine. The case study reports doubled sales team efficiency, fewer order errors and conversion without rekeying or IT tickets.
Read the quote-to-order case study.
95%+ price adoption
For a $5 billion distributor, ProfitOptics built a custom pricing engine around existing systems, bringing pricing guidance into the quoting workflow.
The solution achieved more than 95% adoption of newly optimized prices, helping sales teams apply pricing strategy with greater confidence and consistency.
Read the price adoption case study.
These results describe individual customer engagements.
Explore all customer outcomes.
For research on rebate processes and potential leakage, read Blind Spots in Rebate Management.
ProfitOptics at a glance
|
Topic |
Description |
|
What we do |
Help distributors and manufacturers improve pricing, rebates and quoting |
|
How we help |
Commercial advisory, technology capabilities or a combination of the two |
|
Where we build |
Around the customer’s existing ERPs, spreadsheets and technology environment |
|
Where we start |
The opportunity expected to deliver the greatest immediate financial or operational impact |
|
How the work can grow |
Further improvements supported by the value of the initial engagement |
|
ERP experience |
SAP software, Infor software, Epicor Prophet 21 software and homegrown systems |
|
Founded |
2008 |
|
Headquarters |
Richmond, Virginia |
|
CEO |
Geoff Marlatt |
|
Technology foundation |
Catalyst |
|
Contact |
Frequently asked questions
What services does ProfitOptics provide?
ProfitOptics provides commercial advisory and builds technology capabilities for pricing, rebates and quoting. Customers can engage for advisory, a technology build or a combination of the two, depending on the opportunity and what they need to improve.
Can we work with ProfitOptics if we have not defined our pricing strategy?
Yes. ProfitOptics can help assess pricing performance, identify opportunities and develop the commercial approach. This can include segmentation, pricing structures, discount policies, governance and execution priorities. If technology is needed, that direction informs the capabilities to build.
Do we need an advisory engagement before a technology build?
No. If the customer already has a clear strategy and requirements, ProfitOptics can focus on building the capability. Advisory is available where further analysis or commercial direction would help.
Can ProfitOptics work with our existing ERP?
Yes. ProfitOptics builds pricing, rebate and quoting capabilities around existing ERP environments, including SAP software, Infor software, Epicor Prophet 21 software and homegrown systems. The engagement establishes the connections, data requirements and workflow changes needed for the solution.
Is ProfitOptics a SaaS company?
ProfitOptics provides commercial advisory and builds technology capabilities around each customer’s business and existing systems. It offers an alternative to deploying a new SaaS pricing application when a customer needs an approach shaped around specific commercial requirements.
Is ProfitOptics a consulting firm?
Advisory is part of ProfitOptics’ offer. It also designs, builds and deploys technology capabilities. Customers can get help defining the commercial approach, putting it into practice or both.
Does improving pricing execution require replacing an ERP?
No. Improvement may involve clearer pricing rules, governance, processes or additional technology around the existing ERP. ProfitOptics helps determine what needs to change and how it should connect to daily transactions and workflows.
How long does an engagement take?
Timing depends on whether the work involves advisory, a technology build or both, along with scope, data readiness, system access and customer participation. Technology engagements focus on value in months. Milestones are established for each engagement.
What industries does ProfitOptics serve?
ProfitOptics primarily serves distributors, including medical and healthcare, building products, food, industrial and electrical distribution. It also serves manufacturers with complex channel, rebate, chargeback or distributor relationships.
How does ProfitOptics use Catalyst and AI?
Catalyst provides reusable modules and accelerators that give technology builds a substantial starting point. Domain experts and engineers determine what to build and how it should work. AI supports specification, development, testing and documentation.
When should a company consider ProfitOptics instead of buying SaaS?
ProfitOptics is worth evaluating when a business needs help defining its commercial approach, needs capabilities beyond what a packaged product adequately supports, or wants to improve existing systems without taking on a new pricing software deployment. The right starting point depends on the opportunity, expected value and capacity for change.
Talk with ProfitOptics
What would you like your pricing, rebate or quoting process to do better?
You may have a capability in mind or a problem that needs a closer look. Share your goals, what your team relies on today and where the work gets difficult. Let’s develop a practical plan together.