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Identifying the Right Price
Gateway Insights sourced 250 IT specialists to participate in a study that helped our client ensure that its pricing structure remained competitive while keeping customers happy.
The product management team for a leading enterprise SaaS organization was looking to revamp the price structure of its flagship security product. It hoped to make changes that would make it competitively priced and optimized for new customers, while not turning off existing customers. Key questions included:
What is the recommended term discount proposal for the product’s feature mapping?
What is the recommended volume discount proposal for the product’s feature mapping?
Gateway Insights conducted a blinded conjoint survey fielded to an expert panel of 250 U.S.-based IT specialists. The panel was made up of decision-makers and influencers responsible for evaluating and implementing network access control products and solutions.
The Gateway Insights Surveys Team identified key feature optimizations between product tiers and customer pricing sensitivities. The project team modeled term- and volume-based discounts that could maximize revenue and presented the executive summary of the research to the client.
The client found that its initial pricing model was relatively close to its respondents’ willingness to pay. At the end of the study, they adjusted their Tier 1 and Tier 2 pricing higher and adjusted their Tier 3 pricing lower.
Go-to-Market Planning, Global Alternative Energy
An alternative energy company headquartered in Asia is finalizing its go-to-market strategy in 19 different countries across Europe. Although an expert in the space in their home region, our client is less familiar with local market dynamics in Europe, particularly around distribution, installation and regulation.
Gateway Insights arranged an European market exploration trip with over 100 telephone consultations in preparation, and over 20 meetings during the client’s 3-week trip. Local industry advisors include:
- Distributors and other potential business partners
- Installers and other end clients
- Regulatory experts with local understanding
- Former executives of key incumbents in each market
Local Familiarity: Our client extends its network in Europe and gains valuable insight into the unique regulatory, distribution and marketing challenges in each market.
Key Acquisition: In-depth, face-to-face consultations with local experts enable our client to identify and then quickly execute a strategically relevant acquisition, giving them a leg-up in a large potential market.
HR Function Benchmarking & Re-Design, Global Engineering
Our client, a global engineering conglomerate, is seeking to benchmark and subsequently re-design its human resources function. Our client is looking to understand best practice HR in a comparable setting as a potential guide to its own redesign.
Gateway Insights facilitates 8 telephone consultations over a 1-week period with advisors who have experience in HR policy origination and implementation:
Former Heads of Human Resources / Heads of Talent at three similar organizations
CIOs and technical architects with deep HR process and software knowledge
HR industry experts providing insight into industry trends and latest thinking
Industry Best Practice: Our client quickly and efficiently gains a thorough understanding of current best practice in HR in the context of a global, multi-segment engineering conglomerate and takes this into consideration as it scopes out its own organizational redesign project.
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Identifying the Right Price
Gateway Insights sourced 250 IT specialists to participate in a study that helped our client ensure that its pricing structure remained competitive while keeping customers happy.
The product management team for a leading enterprise SaaS organization was looking to revamp the price structure of its flagship security product. It hoped to make changes that would make it competitively priced and optimized for new customers, while not turning off existing customers. Key questions included:
What is the recommended term discount proposal for the product’s feature mapping?
What is the recommended volume discount proposal for the product’s feature mapping?
Gateway Insights conducted a blinded conjoint survey fielded to an expert panel of 250 U.S.-based IT specialists. The panel was made up of decision-makers and influencers responsible for evaluating and implementing network access control products and solutions.
The Gateway Insights Surveys Team identified key feature optimizations between product tiers and customer pricing sensitivities. The project team modeled term- and volume-based discounts that could maximize revenue and presented the executive summary of the research to the client.
The client found that its initial pricing model was relatively close to its respondents’ willingness to pay. At the end of the study, they adjusted their Tier 1 and Tier 2 pricing higher and adjusted their Tier 3 pricing lower.
Go-to-Market Planning, Global Alternative Energy
An alternative energy company headquartered in Asia is finalizing its go-to-market strategy in 19 different countries across Europe. Although an expert in the space in their home region, our client is less familiar with local market dynamics in Europe, particularly around distribution, installation and regulation.
Gateway Insights arranged an European market exploration trip with over 100 telephone consultations in preparation, and over 20 meetings during the client’s 3-week trip. Local industry advisors include:
- Distributors and other potential business partners
- Installers and other end clients
- Regulatory experts with local understanding
- Former executives of key incumbents in each market
Local Familiarity: Our client extends its network in Europe and gains valuable insight into the unique regulatory, distribution and marketing challenges in each market.
Key Acquisition: In-depth, face-to-face consultations with local experts enable our client to identify and then quickly execute a strategically relevant acquisition, giving them a leg-up in a large potential market.
HR Function Benchmarking & Re-Design, Global Engineering
Our client, a global engineering conglomerate, is seeking to benchmark and subsequently re-design its human resources function. Our client is looking to understand best practice HR in a comparable setting as a potential guide to its own redesign.
Gateway Insights facilitates 8 telephone consultations over a 1-week period with advisors who have experience in HR policy origination and implementation:
Former Heads of Human Resources / Heads of Talent at three similar organizations
CIOs and technical architects with deep HR process and software knowledge
HR industry experts providing insight into industry trends and latest thinking
Industry Best Practice: Our client quickly and efficiently gains a thorough understanding of current best practice in HR in the context of a global, multi-segment engineering conglomerate and takes this into consideration as it scopes out its own organizational redesign project.