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BEST PRACTICECASE 12
Sales Strategy for a Semiconductor Company
With a new product launch approaching, we supported a semiconductor manufacturer in building the rationale for its pricing and sales strategy. Pricing design grounded in market research and competitive analysis helped drive a strong start for the new product.
CHALLENGEChallenge
This semiconductor manufacturer had a new product launch on the horizon. However, it had scant grounds to support the validity of its pricing, forcing its sales teams into negotiations without solid justification. A pricing framework grounded in the realities of the market and competition had not been organized, and its sales strategy had not been systematized either. What was needed was a system for translating the new product's value into an appropriate price and bringing it to market.
APPROACHApproach
We designed the pricing based on market research and competitive analysis. Taking into account the positioning of competing products and market acceptance, we clarified the new product's price range and its supporting rationale. We also formulated a launch plan and stayed engaged through execution. By staying involved from strategy formulation through to the execution phase, we shaped the output into a form the sales team could actually use.
IMPACTImpact
With well-grounded pricing now in place, price explanations in sales negotiations have become standardized. This has accelerated the new product's launch and enabled sales teams to conduct their activities under a consistent policy.
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