OPPORTUNITY/ISSUE
A leading provider of back-office outsourcing and securities processing needed to modernize its pricing and go-to-market (GTM) approach.
The B2B wealthtech's revenue model was build around usage-based fees, which created two challenges: limited predictability in revenues which affected its valuation, and misalignment with enterprise customers' preferences for predictable costs.
APPROACH/SOLUTION
Simon-Kucher conducted a diagnostic of the client's pricing and commercial model, and assessed the competitive landscape to identify right to win.
The team developed a future-ready pricing and packaging strategy aligned with the competitive landscape, client priorities, and revenue goals.
A new pricing model, deal frameworks, targeted sales, and pipeline development programs introduced more predictable revenue streams and topline growth.
OUTCOME/RESULT
The client experienced a 10 percent Annual Recurring Revenue (ARR) uplift over a 24 month period after the project.
The team also delivered critical deal support infrastructure, and pricing and packaging for renewal negotiations.
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