Revenue model design including cross and upsell paths

Client: Global fashion group

Topic: Revenue Model (Re)Design

Our client is a tech start-up within a world leading fashion group. They developed a software solution that digitalises the wholesale selling journey. In this way, they realise tremendous cost savings on sample clothes while at the same time increasing sales further.

After successful implementation within their own group, they wanted to offer this solution to other fashion brands. As this was a new sort of proposition for them in this space, there was a need to develop a revenue model that addresses customer needs, facilitates growth, and is scalable.

As part of the go-to-market strategy, we designed the revenue model for them. Starting point was the creation of uniform packages, which facilitated future cross and upsell. This was succeeded by the development of the price model, which was scalable, and included a fencing metric to stay aligned with costing. Both were validated with customers through customer value talks. In this way, we prepared them for successful market entry in a period of 4 months.

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