Case Studies

Software Publisher

Challenge: A global leader the software publishing industry sought to improve its pricing practices.

Approach: The software publisher engaged Wiglaf Pricing in a strategic consulting effort to review their pricing policy and pricing organization against industry best practices and current academic thought leadershWp.

Result: Wiglaf Pricing identified specific challenges that a pricing center of excellence should address, the staffing levels required to develop a pricing center of excellence, and the organizational interfaces necessary to enable a pricing organization to meaningfully contribute to the profitability and market share of the software publisher.

Plastics Product Manufacturer

Challenge: An industrial plastics product manufacture sought to optimize its prices and price structure.

Approach: The plastics product manufacturer engaged Wiglaf Pricing to design and conduct an econometric study to uncover the elasticity of demand for their products and improve the alignment of prices with customer demand.

Result: Wiglaf Pricing provided pricing recommendations that would improve the ability of the plastics product manufacturer to capture profitable customers and a repeatable approach to constantly monitor and improve of their pricing practices.

Semiconductor Manufacturer

Challenge: A semiconductor manufacturer needed to generate new ideas related to price setting and price management.

Approach: The semiconductor manufacturer engaged Wiglaf Pricing to deliver a one-day workshop on pricing.

Result: Pricing, finance, and forecasting executives engaged new, thought provoking ideas on pricing. They gained a common language to communicate their pricing suggestions internally and were enlightened with a stronger grasp of the nuances of the influences on price. The team left the workshop invigorated with new energy to approach their challenges in pricing.

Software Publisher

Challenge: A global software publishing industry sought to ensure its list prices properly matched the market opportunity in across country boarders.

Approach: The global software publisher engaged Wiglaf Pricing to conduct a price localization study that examined the drivers to variances in prices between countries and the price elasticity of demand in major country markets.

Result: Wiglaf Pricing delivered quantified a econometric analysis to enable the global software publishing to understand price variances between countries and identify areas where prices could be better aligned with the market opportunity.

Elderly Care Services Provider

Challenge: An elderly services provider was launching nationally a groundbreaking new educational program for communicating with individuals with Alzheimer’s disease and other forms of dementia, following the PBS broadcast of the foundation’s documentary on the topic, “There Is a Bridge:, and the successful implementation of their program locally. The elderly services provider sought to define the price structure and identify the proper price points for selling their revolutionary offering to elderly care facilities.

Approach: The elderly services provider engaged Wiglaf Pricing in our targeted Executive Pricing Policy Summit, a decision-focused policy discussion. Through the Executive Pricing Policy Summit, Wiglaf Pricing worked with executives to uncover key pricing challenges, define sources of value, and quantify willingness-to-pay. At each step in the Executive Pricing Policy Summit, action items were identified and decision points were documented to facilitate a timely resolution.

Result: Executives completed the Executive Pricing Policy Summit confident with a well defined pricing structure and price points that would enable market traction and capture revenues to fund further growth.

Water Sub-Metering Supplier

Challenge: A water sub-metering supplier sought to quantify and communicate the value of their solutions to apartment complex owners.

Solution: The water sub-metering supplier engaged Wiglaf Pricing in a strategic consulting effort to develop an exchange value model and case study. The exchange value model quantified the value of water sub-metering solution for apartment complexes. By asking four questions of apartment complex owners that describes their property, the exchange value model calculates and communicates the expected lifetime property value increase and one-year’s cash-flow impact. A sample case study was also prepared to guide apartment owners through the business case to clarify the value of water sub-metering.

Results: The water sub-metering supplier has a superior tool for quantifying and communicating their value to clients and developing distributor relationships.