Phase 1: Understand current global pricing recommendation process
The team interviewed global center officers at AutomationCo., to understand the current pricing process and the assumptions made in the, in use pricing model. Next, the team identified key stakeholders to develop the research structure and tools for the LSUs.
Phase 2: LSUs pricing decisions analysis
In-depth Interviews with selected stakeholders at the LSUs revealed varying pricing practices and models. The team identified that there was a clear mismatch between global and local pricing approaches. Additionally, the research highlighted local reasons for pricing decisions.
Phase 3: Deep dive into pricing factors at LSUs
The project team created profiles for each LSU and unveiled internal factors that were affecting local decisions. Both the project team and AutomationCo.s’ global team realised the factors that were overlooked by the global office. In addition, the team also identified critical external factors that needed to be periodically monitored to improve market share and revenue generated by the LSUs.