Case Study – TeamViewer
Proposition Management
“This is exactly what we need. The blueprint model will help us deploy these changes without disrupting our BAU (business as usual).”
Head of Go-To-Market
TeamViewer
Problem
No global price structure or strategy. This led to four key challenges:
- Inconsistent customer buying experience
- Lack of standardised price books
- Prevalent discount culture
- Lack of channel or customer centric strategy
Our Approach
Aligned senior stakeholders across the SLT, regional GMs and channel leads to confirm the problem and agree success metrics.
Performed a comprehensive data driven diagnostic of transaction, quote and ecommerce data to map price scatter, discount ladders and attach rate gaps across all regions and channels.
We then designed blueprint models and a phased roadmap sequencing quick wins.
Team
The skills we provided:
– Programme management
– Data analytics
– Pricing & Product Strategy development
– Sales analytics
– Revenue operations development
– Customer, product & pricing mapping
– Regional pricing variation analytics
– Product portfolio analysis
– Executive team strategy
Timescales
20 week programme covering discovery, data-driven diagnostics, internal engagement, road-mapping and blueprint development.
Outputs
Phased Roadmap sequencing quick win commercial levers ahead of structural pricing architecture work, with clear resourcing and capability asks.
Pricing and Product Strategy Diagnostic Pack identifying revenue uplift opportunity
8 targeted blueprints for prioritising discount controls, price, data governance and guardrails (3 complete and 5 in draft awaiting SLT review)
Benefits
We identified a potential revenue uplift of ~£200m in ARR could be gained (not yet realised).
The Senior Leadership Team requested an implementation plan and the blueprints are now in pilot – this work continues.
