Pricing Opportunity Check for an IT Services Group

Through a comprehensive data and competitive analysis, as well as the targeted identification of pricing opportunities, the Communardo Group was able to derive prioritized initiatives to strengthen its market position and optimize its pricing.

IT Services

Pricing, Pricing Opportunity Check, Competitive Benchmarking

Challenge

The Communardo Group, a leading provider of consulting services and software solutions for the digital workplace with a focus on Atlassian solutions, operates in Germany and Switzerland in a market environment characterized by low price transparency, high price sensitivity, and intense competitive pressure.

The objective of the project was to identify concrete optimization potential through structured Pricing Opportunity Checks, systematically prioritize these opportunities based on impact and feasibility, and derive clear recommendations to strengthen pricing structures and competitive positioning in the respective markets.

Solution

As part of a country-specific competitive benchmarking, we analyzed the Communardo Group’s market positioning relative to relevant providers in the IT Service Management space (in Germany additionally including the Modern Intranet segment).

This analysis formed the basis for identifying and prioritizing concrete pricing opportunities. In addition, we quantified the potential financial impact of the prioritized initiatives.

Impact

The Communardo Group gained a comprehensive overview of relevant market trends and best practices across its target markets. The country-specific roadmaps provided clear levers to improve price realization and sustainably strengthen competitiveness.

In Germany, initial initiatives—such as the standardization of the product offering—were successfully implemented. These measures have already contributed to revenue growth and will continue to strengthen the strategic market position over the long term.

Short facts

Client: Communardo (leading provider of digital workplace solutions)
Industry: IT Consulting/Software Development (Atlassian & Microsoft ecosystem)
Challenge: Professionalizing sales across a workforce of 350+ employees to better monetize complex managed services and proprietary solutions.
Our role: Interim support in sales management and optimization of proposal and offering processes.
Impact: Shorter sales cycles and higher close rates in large-scale enterprise projects.

“Based on the very strong and highly professional work, we are already collaborating with hy on our third project. The Pricing Opportunity Check provided us with clear, actionable levers to optimize our pricing strategy and strengthen our market position.”

Dirk Röhrborn

CEO Communardo

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Rüdiger Behn Waldemar Behn

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Sebastian TietzDirector Open Innovation Bosch

The hy team measures itself by results. Their fee is linked to the project’s upside. That’s not how consultants think — that’s how entrepreneurs think.

Dr. Andreas Spiegel Founder DRS Investment

With hy’s “Pricing Friends,” I have found the ideal sparring partners for pricing and sales topics.

Joanna AlbrechtVice President Deutsche Private Equity

hy strongly tailors its solutions to the client and their specific needs instead of working with off-the-shelf solutions.

Boris KlenkInvestor GENUI

hy’s analysis was pragmatic, concrete, and on point. Overall, a very solid assessment of the situation.

Dr. Joachim DettmarOperating Partner IK Partners

We look forward to hearing from you and will get back to you as soon as possible.