Global technology company which creates end-to-end internal radio communication systems
The client is a global technology company which creates end-to-end internal radio communication systems. This includes designing a full suite of hardware devices and developing software & software-enabled services to be used on and with their hardware. They are used primarily by large enterprises and medium-sized businesses for colleague-to-colleague and device-to-colleague communication. Their hardware + software solutions are deployed across tens of thousands of locations and throughout the estates of large enterprises in UK, US & EU.
Challenges
How to productise and package multiple new software-enabled propositions with the objective of driving annually recurring revenue
How to set and segment pricing on new software-enabled propositions, especially in the context of substantial variation in enterprise customer requirements
How to understand customer perceptions of value for new and existing software-enabled capabilities, and how those perceptions vary between customers
How to update pricing on *existing* software-enabled services, especially with a view to improving customer segmentation
How to price a new hardware proposition
How to iterate pricing on existing hardware solutions
How to improve collaboration with channel partners
Highlights
Defined a new software-enabled bundle proposition based on the product development roadmap
Defined a detailed pricing structure for the bundle
Identified issues with the pricing structure for existing software & services and recommended specific modifications
Defined a new pricing structure — accounting for customer segmentation and variable customer requirements — for application across a range of other new ARR software/services
Identified two roadmapped blocks of product development upon which future annually recurring revenue services rely, and defined their strategic importance.
Identified product development and commercial opportunities which should not be pursued in the short/medium term due to a better ROI from other opportunities.
Recommended pricing for a new hardware proposition
Identified opportunities in the provision of auxiliary services, and made specific recommendations.
Identified strategic threats and opportunities, and recommended specific actions based on those findings.
Undertook a customer development program
Undertook a series of interviews with channel partners
