Abstract: Pricing directly influences a company’s profitability, yet doesn’t receive too much attention in most business education. It is a highly complex topic, where a decision can make or break a business. This Harvard-style case study presents the story of a small French software company in a pricing crisis. Heavy discounting caused the company to enter a crisis after scaling down its consulting activities. The case study aims to teach students how to identify pricing issues, analyze price data, and which pricing best practices to follow. The company’s identity and data have been anonymized at the company’s request.
Keywords: Pricing, pricing policy, discounting
Reference: Ernst Haagsman. Pricing at Everest SARL: A Case Study. Master Thesis, Friedrich-Alexander-Universität Erlangen-Nürnberg: 2016.