Event & confrence pricing strategies

THE CHALLENGE

A client with an extensive range of services offered to large and small B2B customers lacked enough structure in how to group and position product components to reflect customer needs and realise full value. In addition, sales conversations were often too complex due to the wide range of services offered.

OUR SOLUTION

We took a methodical approach to categorise and price each component and establish discount levels and agreed on a new pricing and discount strategy. Then, we worked with sales teams to develop a pricing methodology enabling the build and negotiation of bundles with quality client ready outputs.

RESULTS

New solutions were created to drive margins and volume performance. The new bundle price increases created a 7.3% impact at some of the business arms.