Industry
Company Profile
- Provider of talent management software
- Strong presence in Europe
- Revenues: Approx. €10m p.a.
- Very strong revenue growth: 40% p.a.
Situation and Objectives
- Low sales conversion (around 10%) in highly competitive pitches
- Price is key reason for lost pitches
- High number of drop-outs early in the sales process
Approach
- Interviewed customers to derive relevant value drivers
- Derived key factors that differentiate various versions of an offer (“good-better-best”)
- Provided sales force with ways to explore customer-specific value drivers, competition, and willingness to pay during sales process
- Developed tool enabling sales force to create customer-specific offers and prices
Results
- New offering strategy (“versioning”)
- Upsell path into much higher-value tickets via consulting services
- Customer-centric offer design and pricing
- Monitoring of individual deals
Impact
- Increased conversion
- Increased ticket size