Achieve true
commercial alignment

Business type: Software development
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Business type: SaaS startup
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Business type: Established institution
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Business type: Online start-up
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A large supplier of car and truck rental services was facing increasing involvement of procurement and competitive price pressures who were willing to win business at lower prices and use signing bonuses to buy market share. These challenges created an environment in which Sales fell... Read More

A leading international company was poised to launch a new product into a multi-billion dollar – but rapidly declining – medical device market. Despite having strong entrenched competitors, senior managers had committed to a large share of the market with the investment community. We advised... Read More

A client was locked in a fierce battle with a single industry rival, causing it to miss revenue goals and resort to price discounts to close major deals. We provided the rules and methods for adjusting prices deal-by-deal, and suggested special pricing for high-value products. Within 12 months,... Read More

A hardware/software integrator needed a product offering and pricing strategy for its innovative new software system. We led a series of analytical workshops to design offering packages, pricing strategy, and value messaging that enabled them to become self-sufficient in structuring and pricing... Read More

A high-tech manufacturer, unable to precisely track deal results or competitor behavior, responded to market pressures with quarterly discounts. Our analysis helped the client launch a simpler pricing system, new incentives, and other strategies that ended quarterly discounting. In the 12 months... Read More

In the same global translation services company as above, the value of increasing time to market was calculated with publicly available data for a client issuing an RFP. Thru innovation and process improvement, sellers figured they could cut product documentation by more than 50%, speeding up... Read More

A premium brand data company has been suffering from common issues: shrinking margins, lack of protocols to determine which deals are worthy of pursuit, widespread discounting with few alternatives, underleveraged yet differentiated products. With overwhelming agreement to proceed, Holden... Read More

The software division of a large financial services company had developed exceptionally high value products and services, but was suppressing prices in order to sell against much lower-value competitors. We quantified the offering’s value to its customers, structured offerings to protect the... Read More

A premium global translation services company had been battling extreme market commoditization by competitors offering much lower quality services. Holden Advisors conducted a Negotiating with Backbone training with sales executives to gain alignment and begin to build a new sales process.... Read More

An industry-leading online elder care referral service wanted to implement a price increase, but was still dealing with the repercussions of a badly executed price increase two years prior. Holden Advisors was asked to create a comprehensive price increase plan that would create confidence in... Read More

As part of our advisory work with a Financial Services client, a Sales team was having issues building the confidence of the sales director to hold on price in a negotiation with a large and important customer.  During a... Read More