Global Retailer
Fashion
Our client, a legal entity from a global fashion group, is now commercializing an in-house selling solution that proved successful internally, offering its benefits to other fashion brands.
Organisations around the world are adding digital propositions to their business ecosystems. As a result of the intangible nature of digital solutions, pricing and valuing them appropriately is critical, but often challenging. Riverflex has recently helped a client navigate this process, guiding them with a go-to-market strategy – mainly focusing on packaging and pricing – which has (in the client’s words) empowered them with the tools to hit the ground running and evolve as a business in the future.
Despite the parent company’s considerable experience in the fashion industry, this would be the group’s first venture away from fashion retail and into software solutions sales. This divergence meant the group would now shift into not only a new product but also a new business model and industry. As a result, the client was seeking support and expertise in how to sharpen, package and price this new proposition. We worked closely with our client over a 12-week period to conduct internal interviews, external customer research, and bring market examples to solve this problem.
The project played a critical role in renewing the parent-group leadership team’s confidence in the success of the commercialization of digital selling solutions
The project drove key internal decisions on cost allocation and business development strategy
Riverflex helped prioritize key prospect clients and to focus on customer acquisition efforts