The Client
PE-backed global provider of user-generated content (UGC) solutions connecting retailers and shoppers, serving customers across multiple markets with integrated technology platforms.
The Challenge
Fragmented pricing obscured value and hampered growth
Fragmented legacy pricing models following multiple acquisitions created poor value capture with revenue leakage and missed cross-sell opportunities.
Complex pricing obscured the value proposition of their integrated solution suite whilst hampering sales effectiveness across markets.
What We Did
Unified pricing architecture with CPQ integration
- Designed unified three-tier subscription model with usage-based scaling components
- Developed pricing impact models to quantify customer migration scenarios and revenue implications
- Created phased implementation roadmap prioritising high-value customer segments
- Integrated Salesforce CPQ to automate pricing calculations, approval workflows and quote generation
- Aligned cross-functional teams across US and European operations
The Impact
Streamlined GTM execution with clear growth pathways
£250M
Incremental revenue over five years
3-Tier
Unified pricing architecture
CPQ
Automated quote-to-cash
The unified pricing architecture targets £250M incremental revenue growth over five years through improved value capture and operational efficiency. Simplified structure enhances sales effectiveness whilst automated systems reduce quote-to-cash cycles, creating streamlined GTM execution with clear upselling pathways.
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