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What they wanted
As a Global leader in aluminium coil coating products, supplies key stakeholders in building projects, as well as vehicle producers.The business has a premium positioning in the market and wanted to further align its operations with the value customers receive.
What we did
We started with internal interviews of all key stakeholders and quickly crystallized out key value drivers for the business' customers. We shortlisted the main ones, performed internal data analysis to develop hypotheses, and confirmed these with customer interviews. Levels for each driver were developed and prices were aligned with the value received by the customer. We implemented the new logic & monitoring capabilities for continuous testing & learning.
What we achieved
By implementing a pragmatic and easy-to-use pricing logic, we helped create a win-win situation with better business results for the business, and increased customer centricity resulting in being closer to what the customer actually wants. We initiated cultural change, and a mindset shift from cost-base to value-base, fully bought in from sales teams up to C-Level. We trained the team and created a basis for continuous improvements.
"The impulssum team quickly managed to get a good grasp of our complex organization, focussing on what's really important, and created the frameworks and forums to share what was required to take the next step.” – Global Product Manager Services
"Together with Impulssum, we built a full blueprint for our strategic partnerships work including a large repository of resources for Hive and our strategic partners which we have already put to good use. Also, while still building up the Alliances team, the team from Impulssum acted as my trusted extension arm on all business development topics and provided fantastic allround support." – VP Alliances and GTM
"Impulssum challenged our assumptions and managed to highlight gaps and opportunities which would have otherwise remained hidden. We are now well equipped to execute on the new strategy." – VP of Sales and part of the Executive Team