Computer equipment manufacturer: Evaluated offer attributes to jump-start a business
A global computer equipment manufacturer and services firm began to experience erosion in one of its key server divisions. Senior management faced two key questions: What unusual offer attributes could jump-start the business and create a differentiated value proposition? And how could the firm effectively counter a set of big moves by competitors? We worked with management and other industry experts to identify potential moves and to quantify customers’ reactions to these moves. Within two quarters of project completion (and after five years of slow or negative revenue growth), the prescribed go-to-market strategy helped drive double-digit revenue growth in the business.
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 >
