Boost your revenue with pricing analytics
Client: Indian Telecom Major
Time: September 2014
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Problem Statement
The client had a rather unusual problem; their data usage was on the up and up but their revenue stream was significantly smaller than last financial year.
Approach
Our initial hypothesis led us to believe that pricing plans were not designed with insights in to customer behaviour nor were they optimized to match increased customer uptake. What the company needed was a tool that could help them identify possible revenue loss or gain before a pricing plan rollout. Hence we created one! Our simulator tool helped the client assess the revenue impact of any kind of pricing plan, giving them unprecedented flexibility. Drawing on the findings of the simulator tool, we suggested a new plan for pricing data on a sliding scale which would significantly reduce customers’ anxieties about huge bills while in roaming mode.
Impact
The plans suggested were implemented in a pilot project to assess customer response before nationwide rollout. The sales force were trained to convey one single solid message to the customer: “Roam on data without fear”. Thanks largely to the strategy proposed by JSM, the client was able to predict usage behaviour and auto-adjust their plans. Consequently, data revenue for the client soared by over a stellar 20% in the next financial year while new bundled plans were successfully introduced as well.
