Managing Director & Partner
San Francisco - Bay Area
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.
BCG’s recent survey of nearly 700 IT buyers across industries found that the dynamics of demand are evolving. Vendors must ensure that their sales tactics are suited to the new environment.