A global company in the complex B2B service industry, witnessed a market share erosion coming from a multitude of small players scattered worldwide. The compliance nature of the product made many customers treat the service as a compliance issue to be dealt with at minimum cost, rather than a useful service that pays for itself over time.
||Downward price trend, dispersing industry with volume-driven hostile pricing
||Risk-assessment system, revealing true-cost of “cheaper” options
|Impact on client’s business
||Reduced demand for discounts, blueprint to calculate value