The Situation
____________
A Fortune 500 company sought to refine its pricing and product development strategy for a legacy product by gaining precise insights into competitor practices. The client specifically needed clarity around competitor pricing, packaging, value propositions, and product differentiation to make informed strategic decisions.
The Solution
____________
Sedulo designed a targeted Competitor Pricing Analysis, delivering critical insights through a structured, multi-method approach:
Stakeholder Interviews
- Conducted internal interviews with key client stakeholders
- Ensured clear alignment on strategic priorities and customized research objectives
Competitor Research
- Engaged directly with competitor sales teams through ethical, buy-side research scenarios
- Captured detailed insights on competitor pricing and packaging, messaging strategies, value propositions, product differentiation, and overall offerings
Strategic Analysis and Reporting
- Utilized Sedulo’s proprietary 4-I Framework to convert collected data into actionable intelligence and strategic insights
- Prepared an executive-ready Competitor Insights Report, featuring:
- An executive dashboard summarizing key strategic insights
- Comprehensive analysis covering all prioritized research questions
- Clearly categorized primary research findings, rated by reliability and accuracy
- Visualized data presentations providing succinct and actionable insights
- A transparent overview of research methodologies employed
The Success
____________
Sedulo’s rigorous assessment identified a significant discrepancy between competitors’ published pricing and actual quoted prices. Competitors advertised prices approximately 20% higher than their true offer during the RFP process. Equipped with this actionable intelligence, the client:
- Refined pricing strategies to align more accurately with actual market conditions
- Improved pricing competitiveness in direct RFP scenarios
- Increased win rates significantly when directly competing for client business
Vice President, Product Strategy
Sedulo identified a huge mismatch in published competitor pricing and actual quoted prices. Our competition was publishing prices 20% higher than what they were truly offering during the RFP process. We had always priced ourselves competitively against their published pricing, which consistently meant we were higher than actual prices. With this new information we were able to more accurately quote services and win more RFPs when head-to-head with our competition.