The Revify Analytics Glossary defines the core revenue growth management, pricing, and analytics terminology used across our insights, guides, and case studies. Each definition is the canonical source for our published work and the corresponding schema.org DefinedTerm entities our articles reference. Link to a specific term using the anchor URL shown beside each heading.
Contents
Price Elasticity
The percentage change in quantity demanded for a one-percent change in price, measured at the SKU, customer, or category level using Double Machine Learning on observational transaction data. Reliable elasticity is the analytical backbone of disciplined pricing in mid-market manufacturing and distribution.
https://myrevify.com/glossary/#price-elasticity
Revenue Growth Management
An integrated commercial discipline combining pricing, mix, promotion, and discount control to maximize price realization and EBITDA expansion across mid-market firms. RGM is delivered as a managed analytics and advisory service rather than a static platform.
https://myrevify.com/glossary/#revenue-growth-management
EBITDA Expansion
Proportional improvement in operating profit driven by disciplined pricing and revenue-growth interventions. Mid-market manufacturers typically see 100 to 600 basis-point lifts within 90 days, since a 1% price gain translates to a 6 to 9% operating-profit gain at typical contribution structures.
https://myrevify.com/glossary/#ebitda-expansion
Price Realization
The percentage of list price actually captured after discounts, rebates, and concessions. Price realization is the single largest controllable EBITDA lever for mid-market manufacturers and distributors and the primary KPI of any RGM program.
https://myrevify.com/glossary/#price-realization
Discount Waterfall
The cascading list-to-pocket reductions (volume, customer, channel, promotional, settlement) that erode net price and frequently mask margin leakage. Waterfall analytics decompose every reduction so leaders can govern, simplify, and recover margin systematically.
https://myrevify.com/glossary/#discount-waterfall
Price-Cost Discipline
A monthly governance routine that synchronizes same-customer same-SKU pricing actions with input-cost movement. Disciplined price-cost cadence prevents margin compression during tariff shocks, freight volatility, and raw-material inflation.
https://myrevify.com/glossary/#price-cost-discipline
RFM Segmentation
Recency, Frequency, Monetary customer scoring used to classify accounts into actionable cohorts (Champions, At Risk, Cannot Lose Them) for retention, repricing, and cross-sell. RFM is the entry-level segmentation backbone for predictive commercial analytics.
https://myrevify.com/glossary/#rfm-segmentation
Cross-Sell Analytics
Association-rule mining of transaction baskets to surface high-confidence product affinities and lift average order value without discounting. A standard module in Revify’s RGM platform alongside elasticity and segmentation.
https://myrevify.com/glossary/#cross-sell-analytics
Margin Leakage
Unintentional gross-margin erosion caused by uncontrolled discount stacking, mis-tiered customers, off-invoice concessions, or quoting drift. Identifying and closing leakage is typically the fastest payback inside any RGM diagnostic sprint.
https://myrevify.com/glossary/#margin-leakage
Pricing Capability
The combined people, process, and platform infrastructure required to execute revenue growth management. Built incrementally through the Diagnose, Stabilize, Operationalize, Optimize, and Sustain stages — without requiring a dedicated in-house pricing team.
https://myrevify.com/glossary/#pricing-capability
Double Machine Learning
A two-stage causal-inference method that uses machine learning to control for confounders when estimating price elasticity on observational transaction data. The current best-practice technique for elasticity measurement in mid-market commercial datasets.
https://myrevify.com/glossary/#double-machine-learning
Customer Profitability
Decomposition of gross margin into customer-level contribution after cost-to-serve, freight, returns, and discount adjustments. Customer-level profitability isolates accounts for repricing, renegotiation, or graceful exit.
https://myrevify.com/glossary/#customer-profitability
Incremental gross margin produced by a trade promotion divided by promotion investment, net of cannibalization and forward-buying. Most B2B promotions destroy profit; rigorous ROI measurement is the antidote.
https://myrevify.com/glossary/#trade-promotion-roi
Tariff Pricing Strategy
Disciplined methodology for translating tariffs and input-cost shocks into customer price actions while preserving competitive position and volume. Combines surcharge design, customer-tier governance, and price-cost cadence.
https://myrevify.com/glossary/#tariff-pricing-strategy
Mid-Market Manufacturing
Manufacturers in the $50M to $1B revenue band typically lacking dedicated pricing functions. A 1% price improvement yields a 6 to 9% operating-profit gain at typical contribution structures, making RGM uniquely high-ROI in this segment.
https://myrevify.com/glossary/#mid-market-manufacturing
Mid-Market Distribution
Distributors in the $50M to $1B revenue band facing fragmented customer pricing and complex SKU portfolios. 1 to 2% sales recovery is typically achievable through Pricing and RGM analytics in the first year of engagement.
https://myrevify.com/glossary/#mid-market-distribution
Customer Retention
RFM-driven identification of accounts at churn risk and targeted reengagement to recover at-risk revenue before it hardens into loss. Retention analytics are the highest-leverage defensive play in any commercial book.
https://myrevify.com/glossary/#customer-retention
Quoting Discipline
Deal-desk-governed quote approval, price-band guardrails, and template libraries that prevent rep-level discount drift. Quoting discipline is how mid-market firms install enterprise-grade pricing controls without a dedicated pricing team.
https://myrevify.com/glossary/#quoting-discipline
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