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.
Rising customer expectations mean software companies are increasingly “verticalizing” their products, marketing, sales, and ecosystems—adapting them to distinct industry needs and use cases.
Our fourth survey reveals that IT buyers won’t stop funding long-term strategic priorities—especially digital transformation—despite some concerns about a potential downturn.
Modern partner ecosystems offer multiple advantages to software firms—but many struggle to build one. Here are five critical strategies for success.
Our third survey suggests that IT buyers are moving away from investing in remote work to focus on other critical initiatives, such as risk management and digital transformation.
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.
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.
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.
RevOps is a high-impact way to accelerate growth and efficiency through tighter alignment of your marketing, sales, and customer success functions.