As experts in growing customer and commercial value, our objective was to define the optimal pricing and packaging strategy to meet customer expectations whilst also delivering sustainable volume and revenue growth to the business.

Over the course of a 9-week engagement, we set out to understand the commercial mechanics and strategic priorities of the business, whilst also conducting several rounds of qualitative and quantitative customer research to identify the optimal packing and pricing strategy.

Through interviews with key internal stakeholders, and a series of customer interviews, we surfaced a long-list of potential pricing models and packaging options.

We then conducted two rounds of quantitative research, using techniques such as MaxDiff, Conjoint, and Gabor Granger, to narrow down a short-list of potential packaging options, identify an optimal feature list, and understand price sensitivity.

With a practical approach towards delivery feasibility, we tested the front-runner configurations via a custom-built financial model, in order to recommend an optimal packaging and pricing strategy based on maximum long-term volume and revenue.

Finally, we also built a go-to-market recommendation, balancing capability to deliver whilst also minimising any potential implementation risks.