Federico Fabbri is a leader in Boston Consulting Group’s Technology, Media & Telecommunications, and Marketing, Sales & Pricing practices, focusing on pricing and sales transformations for technology companies. He is an expert in go-to-market topics, including pricing strategy, discount management, sales force effectiveness, and cost/productivity optimization. During his career at BCG, he has led multiple large-scale transformations.

In his recent client work, Federico has led a channel and ecosystem optimization for a global hardware and software infrastructure vendor, redesigned sales force incentives schemes and improved quota-setting process for a tech vendor, developed the pricing architecture and discounting approach for a leading SaaS company, and designed an algorithm-based discount management system that processes multiple billions of dollars in transactions for a technology products manufacturer.

AREAS OF EXPERTISE

  • B2B enterprise and infrastructure tech
  • Pricing models
  • Discount management
  • Next-gen sales
  • Sales force effectiveness
  • Channel ecosystem management
  • Sales incentives and quota and territory management
  • Customer segmentation
  • Revenue operations

EDUCATION

  • MBA, honors, Haas School of Business, University of California, Berkeley
  • Master’s in Communications, magna cum laude, University of Bologna
Deep Expertise, Broad Experience