CLIENT

  • PE-backed $200M network monitoring and vulnerability management provider

SITUATION

  • The evolving vulnerability management landscape in conjunction with launch of new cloud-based platform provided opportunity to create a differentiated pricing model to better drive customer adoption and revenue

ACTIONS

Waterstone developed unit of measure and offering structure recommendations, evaluated financial implications and defined initial migration requirements.

  • Reviewed existing internal and competitive pricing offers to establish a baseline of current situation
  • Formulated pricing proposal based on broader SW industry best practices applied to realities of the client’s situation
  • Collaborated with key stakeholders for clarifications, discussion around customer needs / value, and hypothesis development
  • Refined hypotheses through customer interviews
  • Worked with finance team to determine financial implications
  • Developed initial view around migration considerations and created high-level execution plan

RESULTS

  • Launched new cloud platform with recommended asset-based elastic pricing