Pricing Strategy redesign for ERP provider expanding in ME

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A fast-growing SaaS company sought to revamp its pricing model—including core product and add-on offerings—for a key Middle Eastern market. The client needed a strategic approach that factored in competitive dynamics, customer segments, and market-specific sensitivities.

Conducted Customer Interviews to Gauge Willingness-to-Pay​

• Engaged directly with customers to understand their price sensitivity and value perception across different product offerings.
• Leveraged the Van Westendorp Price Sensitivity Methodology to identify optimal price ranges and thresholds acceptable to the target market.

Analysed Competitor Pricing Structures​

• Mapped and segmented key competitors based on their pricing strategies, feature packaging, and value communication.
• Designed a pricing structure that strategically positioned the client’s offerings as more compelling and value-driven relative to the competition.

Developed Market-Aligned Pricing Models for the specific Middle East Market

• Assessed market conditions and customer expectations specific to the region to localise the pricing strategy.
• Proposed the optimal pricing model for different add-ons—including subscription-based, commission-based, cost-plus-margin, and perceived value approaches—to maximize flexibility and product-market fit.