Business Intelligence Application Development company believed their existing pricing approach would place them at a competitive disadvantage upon rolling out a revolutionary suite of products. New data migration protocols presented perceived value challenges for existing leadership team. Furthermore, due to market pressures, the competitive advantage of the product suite was forecasted to only be 12-18 months, making first mover advantage shorter than historical norms.
Action Taken
A value identification and communication plans were scoped to approach the various customer segments specifically to meet the unique needs. Competitive analyses were conducted with respect to prices/seat for named and non-named users in order to create concurrent and non-concurrent pricing models for different BI micro-segments.
Various competitive pricing response scenarios were developed, and included in game theory design, thus ultimately providing a new corporate Pricing Strategy, Value Sharing and Communication plans, as well as mitigation pathways based upon expected market reactions.
Allowing the company to expand into new market segments, increase market share in historical segments and allowed for transitional strategies and retainers to be put in place to seamlessly provide accretive value and protect new gains
