MarketShare Project Profiles

Value-Driven Pricing

Pricing for Capturing Greater Value

Real Estate Technology – Small technology company seeking to productize software developed in support of its consulting clients, in need of...
     • value-driven approach to pricing
     • pricing metrics, price structures, and price levels
     • counsel on approach to market entry

Telecommunications – Well known leader providing complex telecommunications systems to corporations and call center operations in need of...
     • shift in value emphasis from hardware to software and related services
     • software pricing structure, policies, and business practices consistent across company
     • software and services pricing more closely aligned with software industry practices

Data Management – Market-leading provider of software that enables secure transfer of mission-critical financial data for large, multi-national customers, in need of…
     • value-driven approach to maintenance pricing
     • disciplined response to customer requests for unlimited-use licenses
     • acceleration of big-deal sales cycles

Database Security – Innovative provider of software that addresses database security, privacy, and integrity requirements of publicly-held companies, in need of…
• value-driven approach to pricing large, enterprise-wide deals
• assistance in developing value-based sales presentations

Pricing for Improved Deal Flow

Laboratory Analysis Software – Emerging vendor of broad range of software used world-wide in complex chemical analysis, in need of...
• simplified price lists and discount structures, whose complexity had grown significantly over the years
• improved approach to managing future price changes and product additions

Manufacturing/Process Control – Multi-faceted provider of software offering a broad range of flexible, reliable and scalable products offered to discrete and continuous process manufacturers, in need of…
• methodology for addressing licensing needs of OEM, system integrator, and reseller sales channels as well as end-users
• uniform licensing structure equally applicable to new and existing products

SaaS / Subscription Licensing Models

Specialized CRM Software – Successful and growing provider of CRM software for small and mid-sized banks, in need of...
• assistance in the development and introduction of term-based licensing to complement its perpetual offering

Business Integration Software – Company with unique means of delivering and deploying its web-based offering to SMB segment, in need of…
     • pricing metric that better captures value
     • clearer SaaS and traditional product relationship
     • effective balance between pricing precision and presentation simplicity

Strategic Discounting

Online Service Provider – Well known leader providing human resource services to organizations and individuals, in need of...
     • mechanisms for quantifying and tracking discounts in standard and non-standard corporate deals
     • improved process for containing negotiated discounts
     • compensation approach to influence discounting behavior of both “hunter” and “gatherer” telesales teams

Infrastructure Solutions – Leading world-wide provider of business and service assurance solutions to service and equipment providers, corporate enterprises, and government agencies, in need of…
     • outside expertise, perspective, and counsel during a comprehensive repricing effort
     • comprehensive revision of product bundling to facilitate solution versus product sales
     • innovative approach to volume-based discounts
     • easy to understand and communicate
     • applicable across broad range of products
     • useful for indirect as well as direct sales situations

Telecommunications – Established category leader with multiple software products and services sold both direct and through distributors around the globe, in need of…
     • stronger link to value, with less discounting
     • looser link between software pricing and hardware configuration
     • pricing consistency across product lines

Networking Technology – Leading, global provider of networking hardware, software, and services, in need of...
     • value-driven approach to packaging and pricing its first subscription-based offering
     • pricing metrics, price structures, and price levels
     • counsel on impact of new offering on existing products and customers

Value-Based Selling

Engineering Support Software – Leading multi-national provider of software and consulting services to oil and gas industry, in need of…
     • methodology for fairly allocating revenues between software and services – without burdening the sales process
     • approach to setting services prices that accommodates widely varying local competition
     • improved mechanism for evaluating, apportioning, and containing discounts

Online Service Provider – Well known leader providing human resource services to organizations and individuals, in need of...
     • mechanisms for quantifying and tracking discounts in standard and non-standard corporate deals
     • improved process for containing negotiated discounts
     • compensation approach to influence discounting behavior of both “hunter” and “gatherer” telesales teams

Aerospace – Dominant category leader with multiple software products sold directly to engineers, their managers and department heads, as well as corporate and government purchasing agents, in need of…
     • price structure to address multiple buyer types
     • ability to deal with large and growing product line
     • approach to enterprise-wide sale