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Satellite Bandwidth pricing optimization
case: decision modeling approach used for a large US based satellite company
   Some queries –
     Does the existing pricing policy sufficiently
      discriminate between different customer types
      [segments, new contracts, renewals]?
     Do they factor in market dynamics such as
      demand and supply at a given ‘point in time’?
      ▪ by band (Ku/C)
      ▪ by protection level
      ▪ by neighborhood, coverage and orbital location
h ot
                   s
             re en
           sc
      p le
Sam        What contracts and for what term
           should be priced at premiums and
            what needs to be discounted…
h ot
                                               s
                                         re en
                                       sc
                                  p le
 …What is the effect of
Competitors’ Utilization?   Sam
   Pricing decision support helped client gain over
    $100MM in potential revenue opportunities
   Client’s sales staff able to effectively
    discriminate between potential mark-up / mark-
    down opportunities and arrive at precise price
    points to maximize revenue
   Sales staff to take advantage of supply-demand
    dynamics in the marketplace and negotiate
    accordingly
PLEASE DIRECT QUERIES TO:
                                                                                                   Arun Prabhu
                                                                                inTouch analytics private limited
                                                                                  Email: arun@be-in-touch.com
                                                                                         Phone: +91-96202-71950




22-Feb-2011   © 2011 inTouch analytics or its affiliates. All rights reserved     For internal use by RIL only to evaluate inTouch as analytics partner

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Sat bandwidth pricing_case_1.4

  • 1. Satellite Bandwidth pricing optimization case: decision modeling approach used for a large US based satellite company
  • 2. Some queries –  Does the existing pricing policy sufficiently discriminate between different customer types [segments, new contracts, renewals]?  Do they factor in market dynamics such as demand and supply at a given ‘point in time’? ▪ by band (Ku/C) ▪ by protection level ▪ by neighborhood, coverage and orbital location
  • 3. h ot s re en sc p le Sam What contracts and for what term should be priced at premiums and what needs to be discounted…
  • 4. h ot s re en sc p le …What is the effect of Competitors’ Utilization? Sam
  • 5. Pricing decision support helped client gain over $100MM in potential revenue opportunities  Client’s sales staff able to effectively discriminate between potential mark-up / mark- down opportunities and arrive at precise price points to maximize revenue  Sales staff to take advantage of supply-demand dynamics in the marketplace and negotiate accordingly
  • 6. PLEASE DIRECT QUERIES TO: Arun Prabhu inTouch analytics private limited Email: arun@be-in-touch.com Phone: +91-96202-71950 22-Feb-2011 © 2011 inTouch analytics or its affiliates. All rights reserved For internal use by RIL only to evaluate inTouch as analytics partner