Challenge:

• Market leader facing competitive price pressure from new entrants 
• Uncontrolled discounting with more than 90% of revenue derived from one product with no upsell opportunities 
• Pricing had not been reviewed for several years

Outcomes:

• New model enables 5-10x revenue improvement over next 5 years
• Able to target and attract a broader range of prospects
• Model supports integration and monetisation of new features
• End to end price setting to price realisation process defined with roles and responsibilities
• Discount corridors by segment and volume of licences to guide decision-making