Supporting an ERP and an accounting software company in rolling out a new pricing model by understanding what best practice looks like
Challenge: Client engaged KAE to develop a new subscription based pricing model
Client goal:
Gaining a better understanding of how other players in its market and across other innovative industries are implementing this as best practice
Gaining a better understanding of what challenges the client should anticipate in terms of internal challenges, acquisition and loyalty
Insights to overcome these challenges
Gaining an understanding of ways to articulate the value of the new pricing model to prospects and customers
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United Kingdom
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SMEs
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Extensive secondary research
In-depth executive / industry expert interviews across markets to uncover what best practice inspiration the client could adopt, and benefit from the lessons learned by others who had made a similar journey
Delivery findings and recommendations containing:
An executive summary outlining:
Barriers and drivers around implementing subscription-based pricing models and an analysis of market trends to provide context
A heat map-based benchmarking of industry leaders that were already implementing subscription-based pricing models to provide best-practice inspiration
Actionable, evidence-led recommendations organized around key success factors such as implementing KPIs, utilizing CRM systems, customer onboarding, brand strategy, pricing, customer service and product innovation
Impact for the client:
The 7 actionable critical success factors that we delivered for the client were considered and embedded as applicable in its transition to the new pricing model
Our analysis of how the pricing model could also be used to prevent customer churn helped support the business case to introducing subscriptions