CLIENT

  • $300M commodities trading software and service provider

SITUATION

  • Client was looking to launch a transformational cloud subscription version of current software to meet customer demand, as well as design target operating model to support cloud offering

ACTIONS

Waterstone defined and designed a new cloud offering to drive maximum client impact and market success.

  • Designed and developed cloud offering structure, pricing model with associated economic considerations, go-to- market strategy, and expected service delivery/operating model
  • Designed bundled cloud offerings, tiered package structure, and price points
  • Researched competitive pricing benchmarks
  • Performed deep financial analysis of pricing structure, comparison to current-on premise, and implications to financial forecasts
  • Designed operating model, including team and resource needs, to stand-up offering

RESULTS

  • Executive and board approval for investment to develop cloud offering
  • Successfully launching initial cloud offering with select clients