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Revenue Growth in Software Companies

6 CASE STUDIES

Retail Software Grows Revenue $24M with New Pricing Strategy


Revenue:
$80M

Employees: 600+


CHALLENGE

Over the course of 15 years, this SaaS company added a number of additional products in an effort to address customer operational needs. However, as these new products were added through acquisitions, and not developed internally, there was not a unifying product or pricing strategies.

OPPORTUNITY

In 2017 they identified an opportunity in the marketplace to introduce an all-in-one solution to unify all the products. As product development evolved, they engaged SBI to develop the new product go-to-market (GTM) and pricing strategies across all products.

SBI'S RESPONSE

The team realized sales discounting and lack of alignment to customer willingness-to-pay across products was leaving money on the table. During the engagement, SBI worked collaboratively across cross-functional teams (e.g. Sales, Marketing, Pricing) to ensure strategic alignment bought in by all team. This integrated pricing approach leveraged the branding, positioning and messaging created by SBI to align marketing with the proposed pricing, while refining the sales process based on pricing triggers.

SBI also developed marketing channels, a full go-to-market and product launch strategy, and a plan to increase penetration into high profile key accounts. Ultimately, training teams on the new plans and tools for future, continued application.

RESULTS

The newly implemented pricing strategy resulted in $24M growth from reduced discounting and decreased sales cycle time in tandem with a successful product launch allowing the company to exceed Q1 pipeline goals by 147%.

Software Case Study - Pricing

 

RELATED INSIGHTS

Are you outpacing your competitors?


If not, you are probably missing one of the six growth levers. But determining which one(s) can be challenging. SBI has proven expertise in assessing companies and applying emerging best practices to help you meet your revenue growth targets — not just at pace with but faster than your competition. Speak to an SBI software specialist:

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