Telephony provider: Analyzed buying preferences and tradeoffs; repositioned offer mix
A North American telephony provider faced increasing competition in its broadband service offerings to small and medium business customers and was using reduced prices as the primary lever to preserve its leading market share. We helped develop a robust understanding of buying preferences and tradeoffs, which allowed the company to reposition its offer mix and promote “value” in order to drive subscription and revenue growth. The strategy was tailored to each defined customer segment and then quickly executed in the market.
Experience
Oliver Wyman’s recent work in the area of offer/pricing optimization includes:
Computer equipment manufacturer: Evaluated offer attributes to jump-start a business >
European leisure destination: Developed growth strategy and pricing optimization >
Iconic magazine: De-risked and optimized a major format redesign/relaunch >
International IT equipment firm: Identified clear and differentiating turnaround moves >
Telephony provider: Analyzed buying preferences and tradeoffs; repositioned offer mix >
Global software firm: Determined the value associated with each element of the business >
