Will my customers accept a price increase?
Business Scenario
- Faced an inflationary environment, trying to keep pace with cost increases while driving additional margin gain
- Actively going to market with modest price increases
- Lacked visibility into customer perceptions and competitor actions to guide specific price actions customers would accept
Our Approach
- Surveyed 200 customers – mix of resellers and wholesale distributors
The Results
- Survey responses enabled client to confidently implement price increases
Sample Market Intelligence Learnings
What will cause my customers to switch providers?
Business Scenario
- Interested in implementing price increases but did not want to lose customers or volume
- Did not understand market tolerance of price increases, key purchasing factors, and switching behavior
Our Approach
- Surveyed 250 customers to identify sentiment on price increases, different service providers, contract terms, and switching behaviors
- Completed 16 in-depth interviews with decision makers across key industries
The Results
- Found customers are largely indifferent to moderate price increases and expect them in the near future
- Identified what customers value most about the business
Sample Market Intelligence Learnings
What do my customers value when making purchasing decisions?
Business Scenario
- Needed market insight around pricing and their value to inform list price strategy
- Wanted to identify any opportunities for differentiation from competitors and alternative products
Our Approach
- Conducted 29 in-depth interviews with end-users and distributors in relevant industries
The Results
- Found low price sensitivity among end users, high barriers to switching, and little product differentiation
- Learned their competitive advantage is based on key service offerings and there was opportunity to enhance differentiation here
- Learnings led the business to increase list prices 15% with limited customer push-back
Sample Market Intelligence Learnings
