Our customer, wanted to improve the return on their value-added-services they offered along with the production of their core products.
We sized the opportunity assessing for each customer the potential to upcharge for the consumed value-added-services, but also identified that for most customers there was also potential in the core product pricing. We then set up a value-based communication program with a standardized yet individualized communication for each customer to inform them about the targeted price increases. Lastly, we guided the team from communicating the price increase to closing the deals for all customers in scope.
Due to our initial analysis where we identified additional potential in the core product segment, and our well received communication all customers accepted the proposed price increases and we delivered over 20% more EBITDA than targeted.