International IT equipment firm: Identified clear and differentiating turnaround moves
An international IT equipment firm saw price erosion and fierce competition from domestic and international competitors in one of its main product lines, which was rapidly losing market share. Senior management wanted to discern which offer elements beyond price could help the line make substantial improvement. Our CVE effort identified clear and differentiating moves that could turn around the business and help displace the competition at key target accounts. One year after project completion, this multi-billion-dollar business posted sharp revenue growth, including a quarter with almost 40% revenue growth over the prior year.
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 >
