Background information
The client had developed a digital aid that facilitates and improves the patient journey for the chronically ill. From being a pure development company, the client now shifted focus to sales activities and customer dialogs to secure its first major customers and expand the market for further sales.
Challenge
Sirona was tasked with supporting the client in negotiating with the first customers and developing a go-to-market strategy that would include a scalable pricing model and a plan for further sales of the offering.
Implementation
Sirona developed a detailed business plan for the offering and quantified the benefits of the product for the client's first customers. In addition, a value-based, flexible pricing model was developed that could be used for pricing in dialog with the first customers and further adapted to other types of customer groups and new product features. Potential future customers were identified and a targeted value argumentation was developed for each customer segment. The most interesting customers were identified, and a plan to address them was developed. Sirona also supported the client in dialog with new customers.
Outcome
The pricing model developed was the basis for pricing the offer. New product features can easily be added to the pricing model and pricing can be adapted to size and/or customer group. Designed value arguments and sales material were successfully used in dialog with new customers. The sales organization was scaled up and works according to identified customers and developed sales plan.
