Project case:
Business model and pricing strategy

Objective

A machine manufacturer has already developed and launched a technically profound software for production optimization. However, the marketing strategy and the business model have not yet been clearly defined. Therefore, different customer-specific business and pricing models have to be designed and the status quo of competitors in the machine building and software industry will be analyzed. Additionally, there are uncertainties with regard to sales responsibility for new digital products.

Approach by EbelHofer Consultants

Within the framework of an extensive competitive analysis, we create an overview of the extent of services and price models in the non-transparent market. For the design of the business model and the development of value-based pricing models and structures, we strongly involve the clients and the sales staff. Customer segmentation is carried out, for example, on the basis of the clients' digital progress and the individual monetary benefits of the products. Based on the different customer segments, specific business and pricing models are developed and price structures are defined.

Result

Working with EbelHofer Consultants results in a clearly defined, ready-to-use set of business and pricing models that are aligned with the requirements and needs of the customer segments. Our client not only achieves high penetration through the differentiated marketing approach, but is also able to benefit significantly from individual willingness to pay. Transparency about competitive activities is not only helpful for the project carried out, but also for the design of communication and sales activities.