Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sat bandwidth pricing_case_1.4

3,757 views

Published on

inTouch worked with a large American satellite communications business to deliver a ‘long term contract’ pricing solution. The client’s requirement was to devise a pricing tool which sufficiently discriminated between different customer types, modeled dominant customer / customer segment characteristics, factored in market dynamics of demand and supply at a given ‘point in time’ and marked up / down contract prices based on market and internal attributes. The client shared 20 year dataset that included 5-year historicals and 15-year forward contracts in all.

Published in: Business, Technology
  • Be the first to comment

  • Be the first to like this

Sat bandwidth pricing_case_1.4

  1. 1. Satellite Bandwidth pricing optimizationcase: decision modeling approach used for a large US based satellite company
  2. 2.  Some queries –  Does the existing pricing policy sufficiently discriminate between different customer types [segments, new contracts, renewals]?  Do they factor in market dynamics such as demand and supply at a given ‘point in time’? ▪ by band (Ku/C) ▪ by protection level ▪ by neighborhood, coverage and orbital location
  3. 3. h ot s re en sc p leSam What contracts and for what term should be priced at premiums and what needs to be discounted…
  4. 4. h ot s re en sc p le …What is the effect ofCompetitors’ Utilization? Sam
  5. 5.  Pricing decision support helped client gain over $100MM in potential revenue opportunities Client’s sales staff able to effectively discriminate between potential mark-up / mark- down opportunities and arrive at precise price points to maximize revenue Sales staff to take advantage of supply-demand dynamics in the marketplace and negotiate accordingly
  6. 6. PLEASE DIRECT QUERIES TO: Arun Prabhu inTouch analytics private limited Email: arun@be-in-touch.com Phone: +91-96202-7195022-Feb-2011 © 2011 inTouch analytics or its affiliates. All rights reserved For internal use by RIL only to evaluate inTouch as analytics partner

×