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What they wanted
A highly specialized manufacturer of industrial drying and granulation services, wanted to improve the return on their value-added-services they offered along with the production of their core products.
What we did
Initially, 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 still potential in the pricing of the core product. We then set up a value-based communication program to be able to have a standardized yet individualized communication for each customer to inform them about the targeted price increases. Subsequently, we guided the team from communicating the price increase to closing the deals for all customers in scope providing support during the negotiation phase with each customer.
What we achieved
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.
"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
"Impulssum has quickly become part of our team, and managed to pragmatically introduce a new dynamic price quotation mechanism based on key value drivers." – General Manager
"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