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

EDUCATION

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

Publications and Videos

There's No Going Back to the Old B2B Sales Model. That’s a Good Thing.

There’s No Going Back to the Old B2B Sales Model. That’s a Good Thing.

The era of the “road warrior” sales rep is over. Companies can sell far more efficiently through a hybrid of in-person and digital interactions with customers.
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IT Spending Pulse #2: Buyers Are Optimistic About 2021

After a challenging year for tech vendors, our latest survey reveals a shift toward pre-pandemic IT budgets and priorities—even in some hard-hit industries.
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BCG IT Spend Pulse: How COVID-19 Is Shifting Tech Priorities

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.
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Revving Up Go-to-Market Operations in B2B

RevOps is a high-impact way to accelerate growth and efficiency through tighter alignment of your marketing, sales, and customer success functions.
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Cloudified Pricing—Coming to an Industry Near You

In tech, cloud-like pricing is so entrenched, it’s a purchase criterion unto itself. Other industries can learn from tech’s pricing transformation.
Deep Expertise, Broad Experience