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Success Stories

Pricing and Packaging for Home Security Product Relaunch

Driving operational readiness to support retail sales of home security equipment

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Client Challenge

The product pricing and packaging construct included many changes that were being implemented in a single bundled change, which caused concern for the product leader.  In addition, the company faced several challenges with limited resources:

Competing Organizational Priorities – Other product lines were also making updates that would impact agents and customers.

Compressed Readiness Timeline – Planning, tactic development, communications, training, and technical implementation faced a small window for success.

Distributed Decision Making – Any changes to product economics required multi-layer sign-offs to align to local policies and priorities of regional P&Ls.

Approach

RevGen established and executed a program leadership structure that aligned roles and project plans, developed a go-to-market playbook, and established a communications framework to manage the deployment.

RevGen leveraged relationships and experience from prior product launches to be laser-focused on critical activities with minimal ramp-up time. RevGen built and maintained a strong partnership with stakeholder project teams which led to developing a training strategy that was “right sized” for the capacity within each geography.

Solution

RevGen’s program leadership combined with home security product experience led to successful deployment execution, launch-day command center, and post-launch metrics.

  • Repeatable program leadership structure and product knowledge – Aligned scope, timeframe, and deliverables across the organization, which led to a focused go-to-market strategy, planning and execution.
  • Command Center Launch Execution – Led national command center to triage all issues as well as report on metrics & issues to executives daily.
  • Post-Launch Analysis and Recommendations – Analyzed post-launch metrics and recommended aftercare initiatives working with sales channel leaders and divisional product management which paved the way towards improved order volume, service tier mix, & equipment sales

Having all issues resolved within the first 72 hours of the launch is truly a great feat - really amazing job by the team!

Product Lead

Results

The client implemented the new pricing and packaging construct on time and achieved profitability within two months.

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