Energy B2B pricing strategies

THE CHALLENGE

Our client was facing eroding market share due to advancing competitors, as well as significant seasonal revenue volatility, which affected its attractiveness to shareholders. Their objective was to design a commercial model which would help them establish stronger, more stable, and more collaborative relationships with its customers.

OUR SOLUTION

We used qualitative market research to understand more about our clients’ customers, and their perceptions of the business. We used these insights to create three alternative commercial models, which were then assessed jointly with the client to determine the most suitable alternative. The final commercial model chosen creates deeper relationships with their customers, thus making it more difficult for competitors to erode market share, and provides their customers with new tools to make the most of our client’s service.

RESULTS

The final price levels chosen will generate a 5.4% increase in revenue relative to our client’s 3-year plan.