The Situation
A leading software provider needed to re-evaluate their pricing strategy for their primary offering amid increasing competitive pressure and evolving buyer expectations. The client sought a partner with deep competitive strategy expertise to deliver a comprehensive view of how competitors structured pricing, packaged capabilities, positioned value, and managed commercial negotiations across adjacent and emerging markets.
The Solution
To meet the client’s needs, Sedulo deployed a multi-phase competitive pricing and packaging intelligence program designed to deliver both strategic insight and actionable commercial recommendations:
Program Onboarding and Stakeholder Interviews: Sedulo led a kickoff session and conducted stakeholder interviews to align program objectives, strategic priorities, and key research questions, ensuring the engagement remained aligned to the client’s commercial goals.
Secondary Research: Sedulo conducted a combination of open-source intelligence gathering and internal stakeholder interviews to acquire industry and buyer specifics to ensure success during competitor outreach.
Competitor Buy-Side Research: Sedulo entered the competitor’s sales process, capturing first-hand insights into sales processes, requirements, data restrictions, coverage areas, turnaround times, delivery process, pricing, packaging, and contract terms.
Competitive Analysis & Report Writing: Sedulo synthesized findings using strategic analysis frameworks and data visualization tools to produce an executive-ready Competitive Pricing & Packaging Assessment. The final deliverable provided a comparative view of market positioning, commercial strategy gaps, pricing opportunities, and actionable recommendations to support future pricing decisions.
The Impact
The engagement gave the client a more informed view of how competitors approached pricing, packaging, and market positioning. Through first-hand commercial intelligence and competitive analysis, the client was able to:
- Benchmark offerings against key competitors
- Identify opportunities to refine product packaging and monetization strategies
- Strengthen positioning in priority markets
The findings also helped improve alignment across product, sales, and strategy teams, giving leadership greater confidence and market context to support future pricing decisions.