Studies and White Papers

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The “Value before Volume” pricing strategy: So easy and yet so hard

Dr. Axel Heitmann, former CEO of Lanxess AG, speaks at length about his experiences

Dr. Axel Heitmann, the former CEO of Lanxess AG, famously made “Value before Volume” the central tenet of his company’s pricing strategy. The idea became a driving force when BAYER AG divested its commodity chemicals business in 2004 and Heitmann took control of the new company, called Lanxess. Within eight years, he pulled off what analysts referred to as “mission impossible”: he created a DAX company, increased revenue by a third, doubled the operating margin, and quadrupled the share price. Dr. Karl-Heinz Sebastian and Dr. Andrea Maessen were eager to speak to Dr. Heitmann, who was named Entrepreneur of the Year in 2006 and continues to advocate of the “Value before Volume” strategy. The two partners from Simon-Kucher met with him in Hamburg to learn the strategy’s true essence, understand the internal and external resistance it faces, and looking back, what Dr. Heitmann would do differently. Download file here

Software Insights: Navigating the SaaS transition

Transitioning to Saas is an effective strategy from a long term perspective, but it is a complex process. Our experts reveal the drivers of successful perpetual-to-SaaS transitions by drawing on multiple case studies of companies that have "made it to the other side".

EAM KPI Study 2015

Key performance indicators of custodian banks with EAM business booked in Switzerland and Liechtenstein

Benchmarking study: how digital are newspapers and magazines today?

Everyone’s talking nowadays about digitalization – in terms of mobile content, print going extinct, online profits, etc. But just how digital are the offers of newspaper and magazine publishers really? How much do countries and regions differ in this respect? Where are the pioneers and best practices for others to emulate? In 2014, Simon-Kucher & Partners investigated the state of digitalization of 90 leading economic and news publications in 29 countries around the globe.

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Global Pricing Study 2014: Special analysis for medtech industry

Market conditions in the medtech industry are oppressive. Successful new product launches require significant price increases of more than ten percent, but only one-third of medtech companies succeed in doing so.

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