The Client
PE-backed automotive technology company serving customers across 120+ countries, providing OEM-grade diagnostics software and tools through complex blend of sales channels and distribution networks.
The Challenge
Legacy pricing limited expansion opportunities
Legacy pricing model combining capital equipment sales and support fees created revenue unpredictability and limited expansion opportunities.
Complex sales channels, product configurations and inconsistent discounting hindered growth potential and cross-selling across regional distribution networks.
What We Did
Hybrid subscription SaaS pricing model
- Developed transition strategy from traditional license and maintenance to hybrid subscription-based SaaS
- Constructed robust financial and portfolio pricing model evaluating go-to-market strategies
- Implemented price elasticity calculations and cannibalisation risk analysis
- Created customer value modelling framework to optimise bundling and promotional offers
- Established sales incentive alignment and partner compensation frameworks
The Impact
Enhanced predictability enabling market expansion
3
New country expansions
Tiered
Support packages launched
Enhanced
Revenue predictability
Enabled successful expansion into 3 new countries whilst launching tiered support service offering. Enhanced revenue predictability through subscription model transition and strategic deprecation of legacy product.
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