Technology

Benchmarking a Networking Rival’s Real-World Pricing

  • The Challenge:
    A global networking technology provider needed to understand how competitors were pricing and bundling their SD-WAN offers in live sales situations in order to price and package its own proposition correctly.
  • The ChrisalysWorks Edge:
    List prices, if published, rarely reflect what a customer actually pays. We built a realistic buyer profile and approached competitors’ own sales teams directly, obtaining genuine quotations, discount structures and product demonstrations that only a real prospect would be shown.
  • Benefits Delivered:
    We delivered actual negotiated pricing and discount data across multiple competitors, a full comparison of bundling, analytics and telemetry features, and a clear view of how each competitor’s sales teams positioned against our client in a live deal.
  • The Outcome:
    The client used the findings to refine its pricing and packaging strategy in a fast-moving market. The engagement proved so valuable that the client returned for a second, expanded phase of research the following year to keep the intelligence current.

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