Eyeshare: new markets and value-based pricing
Led PwC's Revenue Accelerator Programme for Eyeshare, the Stavanger software company that automates accounts payable: research to choose the top three new markets, partnerships as new distribution channels, localised sales material, and a new price calculator with value-based revenue models projected to add 15% in revenue.
My contribution
Led the programme: the research behind the top three markets, the partnership channels, the localised marketing and sales material, and the price calculator and value-based revenue models.
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Situation
Eyeshare is a cloud software company headquartered in Stavanger that automates accounts payable and purchase-to-pay for mid-sized and enterprise businesses. It wanted new revenue beyond its existing markets and pricing.
Task
Unlock new revenue: find the right new markets, open doors to them, and test better revenue models.
Action
Architecture
Two routes to revenue. Enter new markets through partners, and earn more from each customer with value-based pricing.
Implementation
- Deep research to identify the top three new markets.
- New distribution channels through partnerships that open doors to those markets.
- Localised marketing and sales material for each market.
- A new price calculator and tests of value-based revenue models.
Verification
- The revenue models were tested and projected against the current model.
Result
- Top three new markets chosen from research, with partnership channels to enter them.
- Localised marketing and sales material ready for each market.
- +15% projected revenue from the new value-based revenue models.
Skills evidenced
- Market selection and entry strategy for B2B software.
- Partnership-led distribution.
- Value-based pricing and revenue model design.
- Programme leadership at PwC.
Portable lessons
- Partners open doors faster than ads. In a new market, a trusted partner brings the first customers.
- Price on value delivered. Customers pay more when the price follows what they save.
Want to discuss the decisions behind it?
Over fifteen years of consulting and growth, and hands-on AI delivery from discovery to daily operations. I can share my CV and talk through how I connect business outcomes with systems that run.
Available for a chat. In person in Stavanger, or remotely worldwide.