The Situation

The client’s core innovation lies in its software, prompting a shift to a SaaS-based “Robot as a Service” model. However, its target industry is accustomed to one-off capital expenditures and questions recurring revenue structures. The client engaged Alfred to develop a pricing strategy aligned with both its vision and customer expectations.

Our Approach

Alfred restructured the pricing model by reducing upfront hardware costs and introducing value-based, recurring software fees. Base and usage-based components were carefully calibrated for optimal balance. To ease concerns about the new model and highlight financial benefits, Alfred developed a custom ROI calculator and client presentation, enabling the Go-To-Market team to deliver tailored ROI analyses and clearly demonstrate the business case to prospects.

The Impact

The new pricing and tools helped secure a major contract with recurring revenues . The ROI calculator proved pivotal in negotiations, reinforcing the value proposition.

Alfred’s expertise was instrumental in aligning our pricing with our SaaS vision, directly contributing to significant revenue and margin growth. Co-founder and CEO

The Team

Diego Seitz, Founding Partner (Business Consulting)

Rico Wyder, B2B Sales Specialist (Business Consulting)