Go-to-Market Strategy and Pricing Optimization

A high-growth, mid-size online specialty retailer was looking to attack larger competitors and needed to develop a robust go-to-market strategy and pricing structure.

Upon engagement, HighPoint deployed a team led by a former BCG Partner with extensive e-commerce experience and a former LEK senior consultant from that firm’s retail practice. The team, with extensive experience in the branded apparel and merchandise space, analyzed existing internal and secondary data, held workshops with management and key stakeholders, and developed and conducted a consumer survey. Final deliverables included a new GTM strategy with customer-ready presentations as well as a dynamic pricing model.

The client implemented the HighPoint team’s recommended GTM strategy changes over the next six months and based on successful rollout, was subsequently acquired by a $1.4B public e-commerce services firm. The client then became a key asset in the new firm’s acquisition by a $30B industry leader.