Data driven insight into how Business Services leaders are using pricing to drive growth, protect margins, and close the gap between strategy and execution
The 2026 Executive Pricing Benchmarks – Business Services report reveals how senior pricing and commercial leaders in Business Services sectors are planning for growth, margin recovery, and improved execution in 2026. Drawing on survey input from more than 330 executives across North America and Europe, the report highlights how Business Services organizations are prioritizing pricing discipline, strategic value capture, and execution capacity to meet their 2026 financial goals.
Key Themes and Findings
Pricing continues to be a central lever for growth in Business Services, but companies often struggle to translate pricing ambition into results. Survey respondents reveal that many organizations are relying on pricing increases, tighter discount control, and value-based pricing models to drive revenue. At the same time, governance structures, analytics capabilities, and execution frameworks frequently lag behind strategy, creating gaps between targets and realized performance.
Pricing Ambition vs Execution Reality
Senior leaders across Business Services report rising targets for revenue and margin, even when execution mechanisms like pricing governance, analytics, sales alignment, and review processes are still developing. This tension highlights the need for stronger operational discipline, end-to-end pricing processes, and better cross-functional alignment if organizations want to close the gap between aspiration and outcomes.
Strategic Priorities for 2026
The report identifies a number of strategic priorities that are shaping pricing decisions in the Business Services sector:
Emphasis on structured pricing architecture instead of ad-hoc rate setting.
Tighter discount discipline and clearer decision rights for pricing approvals.
Adoption of value-based pricing models to align price with delivered value.
Increased investment in pricing analytics, governance frameworks, and systems to support execution.
Benchmark Insights and Implications
Business Services organizations with stronger pricing governance, regular pricing reviews, and cross-functional accountability are more likely to close performance gaps and achieve targeted revenue and margin levels. Leaders are using benchmark data not just as a scorecard, but as a diagnostic tool to understand where pricing capability needs to be developed to support strategic objectives.
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Download the 2026 Executive Pricing Benchmarks – Business Services report to explore complete data charts, trend analyses, and recommendations for improving pricing execution in Business Services organizations.
Download the full 2026 Executive Pricing Benchmarks – Business Services to explore the complete data, charts, and execution frameworks.
Revenue Management Labs conducted the 2026 Executive Pricing Benchmarks Survey through an online survey between November and December 2025, gathering insights from 330+ senior leaders across Europe and North America. Respondents included Vice Presidents, Directors, and C-suite executives, all with direct responsibility for pricing strategy and financial performance.
The survey benchmarks pricing performance from 2025 alongside revenue, pricing, and margin targets for 2026. Questions were designed to assess how organizations are using pricing to drive growth, manage margin pressure, and adapt to changing demand and cost conditions across industries.
In addition to financial outcomes, the survey captures pricing strategy maturity, including value-based pricing adoption, discount discipline, bundling, analytics capabilities, governance models, and the growing use of AI in pricing decision-making. Results are analyzed both in aggregate and by industry to highlight where pricing ambition is accelerating and where execution gaps remain.
58% of respondents represent companies with annual revenues of US$500 million or more*.
Software and technology companies are entering 2026 with growth focused pricing strategies, but execution challenges remain. The 2026 Executive Pricing Benchmarks – Software & Technology report reveals how leading firms are shifting toward value based pricing, disciplined monetization, and retention driven growth to close the gap between pricing intent and financial outcomes.
Business Services leaders are entering 2026 with ambitious growth and margin targets, even as pricing execution, governance, and operational discipline lag behind strategic intent. The Business Services benchmarks provide data-driven insight into where pricing must evolve to support sustainable expansion and profitability.
Industrial leaders enter 2026 with ambitious pricing and growth targets, but execution gaps continue to leave value on the table.
The 2026 Executive Pricing Benchmarks reveal how pricing leaders are planning for growth, margin recovery, and AI-enabled execution. Based on insights from 337 executives, the report shows why pricing ambition continues to rise, and what it takes to translate targets into results.
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We will cover the full results from our 2024 Executive Pricing Survey. See how you compare to your competitors both in past performance and for 2024 pricing strategy.
