The Private Equity Podcast, by Raw Selection

The Pricing Advantage Easy EBITDA Wins with Jared Weisel

May 13, 2025

Jared Weisel, SVP at Revenue Analytics, specializes in pricing strategy for PE-backed firms. He discusses how optimized pricing can significantly boost EBITDA without causing customer churn. Jared points out the common oversight of pricing in private equity, advocating for continuous pricing strategies instead of one-off changes. He also highlights the pitfalls of relying on gut instincts for pricing decisions and the value of data-driven approaches. Moreover, he emphasizes the need for visibility and consistency in pricing to prevent revenue loss and enhance profitability.

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INSIGHT

Pricing Often Ignored in PE Firms

Private equity firms often ignore pricing as a continuous margin improvement lever.
Pricing is usually a one-time action rather than an ongoing strategic process.

ADVICE

Use Targeted Pricing Guardrails

Apply targeted pricing guardrails to avoid random discounting by sales reps.
Use pricing visibility to spot and fix margin leak points throughout the year.

ADVICE

Start Pricing With Pain Points

Anchor pricing changes on current pain points, not just theoretical gains.
Build pricing confidence by addressing internal inefficiencies hurting margins.

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In today’s episode, Jared Weisel, SVP at Revenue Analytics, joins us to break down how PE-backed manufacturing and distribution businesses can use pricing to drive serious EBITDA gains. We dive into why most firms ignore pricing, how to avoid customer churn while raising prices, and why a 3–7% increase can deliver outsized impact. Jared shares the biggest mistakes PE firms make, how to build long-term pricing strategies, and why this lever is the most underutilized tool in the value creation plan.

[00:03] Jared explains his role at Revenue Analytics, focusing on pricing strategy for PE-backed manufacturing and distribution firms.

[00:29] Discusses pricing as a lever for EBITDA improvement with minimal customer loss.

[00:58] Pricing is often underused; Jared emphasizes using data to drive targeted decisions and compliance.

[01:54] PE firms overlook pricing in VCPs, relying on cost-cutting. Jared argues for ongoing pricing strategies, not one-time actions.

[03:44] Sales reps often quote inconsistently due to lack of tools. Structure and guardrails lead to better pricing outcomes.

[05:02] Visibility is key—track changes, product mix shifts, and enforce compliance to prevent leakage.

[06:25] Raw Selection offers salary reports via YouTube—useful for benchmarking comp in PE and portfolio roles.

[06:54] Jared warns that pricing based on gut feel or fear of customer loss leads to missed value. Start with the pain.

[09:47] Jared outlines pricing plays across the investment lifecycle—diligence, early wins, long-term optimization, and positioning for exit.

[12:12] A 3–7% price increase typically sees no customer churn—if done surgically, not blanket increases.

[14:01] Recommends Pricing Brew, Professional Pricing Society, and books like Revenue Management and Pricing: The New CEO Imperative.

[16:28] CEOs hesitant on pricing should compare pricing impact vs. other ops improvements—pricing wins big.

[18:21] Jared’s recommendations: Bain's Dry Powder, Adam Coffey’s Private Equity Playbook, Dan Cremons' Winning Moves.

[19:39] Contact Jared at jwiesel@revenueanalytics.com or on LinkedIn.

[20:36] Alex thanks Jared for the focused and actionable conversation on pricing.

Connect with Jared Wiesel on LinkedIn. Thanks for tuning in.

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Got feedback or questions? Email Alex at alex.rawlings@raw-selection.com. Until next time—keep smashing it!