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Case Study

Global Travel Management Company Addresses Pricing Model Issue

Global Travel Management Company Addresses Pricing Model Issue

Global Travel Management Company Addresses Pricing Model Issue

Anova Consulting Group
Pages 6 Pages

This case study highlights how a global travel management company improved its win rates by addressing issues with its pricing model. Win/loss interviews revealed that prospects found the pricing structure overly complex and lacking transparency, with only 63% feeling it was clearly communicated (page 2). In response, the company simplified its pricing model, bundled services, and improved communication. Despite concerns about potential margin impacts, leadership supported the change and drove adoption through sales team alignment. As shown in the results (page 5), the company achieved a 32% increase in prospects who felt pricing was clearly communicated, significantly improving satisfaction and competitiveness. For businesses, this case underscores the importance of pricing clarity and cu

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