Description

I jump in and help you on specific projects or as a fractional pricing manager.

Fractional: I join your team on a part-time & regular basis. Think of it as the 80/20 of pricing: for a fraction of the cost, reap most of the benefits of a great pricing .

Hidden pockets of money are probably laying in your company’s drawers. Let's find them.

Good B2B pricing is not a high price. But a model, a monetization, a strategy and a price level which is:

- understood quickly by your prospects because the price-value equation is clear,

- adopted by your customers because their interests align with yours,

- endorsed and promoted by your sales teams because they understand it and benefit from it,

- provides higher margins because it is aligned with customer benefits,

- and ultimately ensures the long term prosperity of your organization.

Together we will:

- define the unique customer benefits you provide,

- create a differentiated positioning,

- we will set up a winning price model (calculations and simulations)

- adjust prices to your customers' willingness to pay,

- we will align the discount policy with that of prices.

Areas where I make the difference: SaaS, industry, services.

I am not a consultant: I will provide you with the strategic framework but I get my hands dirty to implement and motivate all your teams. You will only be rid of me after successful implementation.

Concretely:

- market analysis

- definition of customer problems and objectives

- customer segmentation

- definition of value and customer benefits

- measurement of the value created and the propensity of customers to pay

- definition or improvement of your pricing model & monetization

- definition of the ideal number of pricing plans

- definition of the content of each plan

- definition of the 'value metric'

- definition of options & packs

- modelling and simulation of different scenarios

- presentation and lay-out of pricing plans

- integration of plans into the customer journey

Industry field of expertise

Languages

French
Native or bilingual
Dutch
Fluent
English
Native or bilingual

Workplace preferences

Can work on-site

Bruxelles (up to 50km), Anvers (up to 50km), Arlon (up to 50km)

Toyota Connected Europe
Go-to-Market Manager
SOFTWARE PUBLISHING
January 2022 - January 2023 (1 year)
Bruxelles, Belgium
Drive the Go-to-Market strategy for the new MyT and Lexus Link apps. Be the key input throughout the process of the app launch, from creation to iteration to selling. Key responsibility is to partner with any stakeholder teams to oversee and lead the app launch and aim for internal alignment to ensure smooth and successful migration of end users.

Results:
created GTM strategy & plan; implemented new governance; One team approach centred on the objectives (Simplicity & clarity, quality; value) braking down silos & how to migrate users; each areas has an agreed KPIs, in line with overall objectives; Data is unearthed, structured and used to measure results. User migration strategy maximising # users migrated & minimising leakage at each step.
Ellithan
Pricing consultant & fractional manager
CONSULTING AND AUDITS
April 2019 - Today (7 years and 2 months)
Bruxelles, Belgium
Materialise
Market & Pricing Manager
SOFTWARE PUBLISHING
April 2019 - June 2021 (2 years and 3 months)
Louvain, Belgium