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SOHOshop.pl is a leading-edge B2B e-commerce platform, revolutionizing how producers and distributors develop their sales strategies. Founded in 2007, SOHOshop.pl specializes in providing a cost-effective and rapid deployment of advanced B2B platforms, tailored to the specific business model of each client.
With the capability to launch a modern sales operation within just two months, SOHOshop.pl empowers businesses to start generating a return on their B2B system investment faster than ever before. Statistics speak for themselves here. SOHOshop.pl sets a new standard in B2B e-commerce efficiency, offering solutions that reduce development costs by nine times, expedite system deployment six times faster, and triple customer retention.
Providing services to various industries, SOHOshop.pl's services are highly sought after for their ability to enhance online sales channels through expert e-commerce strategy planning, efficient online marketing processes, and the design and implementation of multichannel commerce. This platform is committed to supporting its clients from concept through to execution – all while ensuring a seamless transition to digital sales and a boost in business performance.
It was great working with the Valueships team to redefine SOHOshop’s strategic approach and witness our remarkable 25% MRR growth firsthand. The collaboration not only improved our revenue by fine-tuning our pricing – but also re-positioned SOHOshop as a transformative B2B e-commerce platform. I’m really proud of what we’ve achieved together. Valueships’ dedication to innovation makes them a standout partner. I’m thrilled to see where we go next. Truly, a fantastic team effort from both sides!
SOHOshop reached out to us after reading and listening to our content, asking for our help in redefining their pricing strategy.
The core of their challenge was stagnation: despite their innovative service model, their growth was not accelerating, and the business performance had plateaued over the years.
An analysis of their operations revealed that their acquisition channels were underdeveloped, relying heavily on basic commissions and referrals.
Furthermore, the way SOHOshop communicated its value proposition to the market was too generic, failing to highlight its distinct advantages. This lack of differentiation, coupled with pricing rates that were too low – not just from a value-based perspective but even against basic competitive benchmarks – outlined the critical areas needing our intervention.
Our partnership with SOHOshop was defined by a straightforward yet ambitious goal: to improve the overall revenue by at least 10%. Achieving this objective was not just about hitting a numerical target – it required a comprehensive reevaluation and strategic overhaul of SOHOshop's operations, focusing on three critical areas we’ll cover in a second.
▶︎ To begin with, we needed to clarify SOHOshop's market positioning.
The ambiguity surrounding whether SOHOshop was primarily a software-as-a-service (SaaS) provider or a custom software development company needed resolution.
Market attractiveness and business valuation perspectives favored the SaaS model – yet SOHOshop's operating model was still heavily reliant on software development man-day fees. This inconsistency required a redefinition of SOHOshop's identity to reflect a SaaS framework more closely, but without losing the essence of their development capabilities.
So, we had to get clear about who they were and show that in a better way.
▶︎ Then, our efforts concentrated on improving value communication.
We ran extensive workshops to identify SOHOshop's value drivers, perfect customer profiles, and how the company impacts its client base. In this stage, we focused on buyer personas and repositioned SOHOshop's messaging to make their value proposition more tangible and ROI-focused, so that it could start to resonate more effectively with target customers.
▶︎ Finally, we planned and implemented a price increase, and introduced new rate cards for development man-day fees and subscription rates.
The purpose of this step was to ensure that SOHOshop's pricing accurately reflected the market value of their services. This helped move away from heavily discounted rates to a pricing structure that mirrored the significant value they brought to their clients.
Also, this approach was designed not only to meet our immediate revenue improvement objective of the collaboration. Another goal was to position SOHOshop for sustainable, long-term growth – all by leveraging their unique market proposition.
Through tackling these three areas, we aimed not just to hit our 10% more revenue goal but also to set up SOHOshop for success in the long run – making sure they stand out for all the right reasons.
Within just three months of starting our collaboration with SOHOshop, we transformed their market presence and optimized their pricing strategy. Our work was all about giving their brand and pricing a big boost. We tackled this challenge with a few smart moves.
▶︎ First, we conducted a series of exercises to help SOHOshop better communicate its value, identifying the factors that make their platform unique.
As a result of this, SOHOshop's website was completely redesigned, repositioning it as a transformative tool capable of boosting a company's revenue by at least 27%, accelerating various business operations – not as just a B2B platform like before. With this repositioning, new value propositions were created that were tailored to different purchaser segments within B2B-oriented companies, recognizing that decision-making differs significantly between them.
▶︎ On top of redefining SOHOshop's online presence, we picked out some real success stories to put on the spotlight.
These stories prove how SOHOshop can increase website traffic, boost sales, and open new doors for businesses, especially those moving from selling to regular people (B2C) to selling to other businesses (B2B). SOHOshop was able to present itself as a business growth and innovation enabler.
Simply put: we made sure to show SOHOshop as more than just a B2B platform – it's a game changer for businesses.
▶︎ Another critical aspect of our approach was to boost the confidence of SOHOshop's leadership, especially its CEO, in the platform's unique strengths and potential to stand out in the Polish market as a leading B2B e-commerce provider.
We wanted them to see their platform as something really special in the Polish market—a top-notch B2B e-commerce solution.
We got into the nitty-gritty of what their service brings to the table, using something called economic value analysis. How did it work?
We emphasized the importance of understanding and conveying the economic value delivered to customers, leading us to conduct a series of economic value analyses. These analyses quantified the benefits of adopting SOHOshop's solutions, providing a solid foundation for adjusting pricing strategies.
With all this info, we could smartly suggest price increases for some customers while keeping others steady, making sure the price tag matched the platform's awesome value.
Following our collaboration with SOHOshop, the outcomes have been nothing short of remarkable.
Here are the two key achievements:
Let's take a closer look at these numbers.
We saw a 25% hike in the monthly recurring payments from customers. This means that each month, customers began paying over a quarter more than before.
Also, we implemented higher development fees. Now, the rates for time and material from the developers saw a boost of over 20%. This means that for any custom work required by a customer, the cost is now more than 20% higher. These rate increases in maintenance and development fees represent the most tangible changes we've made.
A completely new communication strategy centered around clear value drivers and the benefits we bring to the customers was established.
We’ve revamped value communication.
We shifted SOHOshop's positioning from focusing on products and features to highlighting the outcomes and ROI the platform delivers.
The new approach to value communication allows SOHOshop to communicate with all of the stakeholders in a meaningful way about real – and various – business cases.
We have significantly strengthened the company's pricing capability by clarifying the actual value and building confidence in price increases. Now that SOHOshop has newfound courage, it's pursuing business growth and continued expansion with determination, marking a change from previously flat lining growth rates.
These results represent a major leap forward for SOHOshop, not only in terms of financial metrics but also in how the company perceives and communicates its value.
Our role as advisors was to guide and structure these changes – but the real heroes are the SOHOshop team members, who adopted these adjustments and turned them into a unique success story. 👏
+ 25% MRR Growth
+20% development fees for custom work
Revamp Value Communication
Shifting SOHOshop's positioning to highlighting outcomes and ROI
Conducting the Economic Value Analysis
