Service Package/Pricing Strategy

Pricing & Packaging Blueprint for Scaling a Pharmacy-Focused SaaS ERP Across MENA

Market Research, Packaging Strategy, Competitive Benchmarking, Channel & Revenue Analysis, Operation Integration Checklist, UI/UX Enhancement

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Client Background

A leading SaaS ERP provider for retail pharmacies across MENA had achieved strong adoption of its core platform and built a growing ecosystem of integrations and add-on capabilities. As the product portfolio expanded beyond core ERP modules, the client sought a structured approach to packaging, pricing and monetising these offerings in line with regional market dynamics, while strengthening long-term platform value and scalability.

Delivery Team

Delivery Team

Deployment

Hybrid

Duration

6 Months

Engagement

Objective

To design a data-driven pricing, packaging and onboarding strategy for the ERP and add-ons portfolio, while identifying quick wins for incremental revenue, defining bundles and producing a roadmap for a marketplace that makes add-ons discoverable and billable.

Approach

Taken

1) Package Review & Competitive Benchmarking

  • Conducted a structured evaluation of current ERP modules such as point-of-sale, inventory management and compounding, benchmarked against regional competitors to highlight gaps and areas of differentiation, while also assessing competitor add-ons like marketing automation and loyalty programs to position the client’s unique strengths.
  • Assessed packaging motifs used across SaaS markets (monolithic packages, good-better-best tiers etc) and mapped how each approach would impact acquisition, monetisation and retention, before recommending a hybrid model that anchors ERP as the core while monetising high-value add-ons.
  • Prioritised add-ons for monetisation by analysing customer demand signals, competitor strategies and willingness-to-pay, covering categories such as marketing via messaging APIs, BNPL solutions, electronic prescription systems, loyalty integrations, intercompany modules, healthcare integrations and delivery partner integrations.

2) Subscription & Onboarding Flow Mapping

  • Designed comprehensive subscription and onboarding journeys that captured the full lifecycle from feature discovery to purchase, billing, activation and adoption, ensuring clarity for both ERP core and add-on modules.
  • Proposed contract structures that enable modular activation and billing of add-ons, including one-time fees, recurring subscriptions and referral-based models, while ensuring operational simplicity and scalability for the client’s finance and sales teams.
  • Recommended subtle yet high-impact UI/UX adjustments within the onboarding process, such as marketplace-style visibility for add-ons and in-product prompts for billing and payments, to increase customer awareness and improve conversion at minimal cost.

3) Pricing Strategy & Roadmap

  • Developed tailored commercial models for each add-on, ranging from one-time integration fees (payments gateways) to recurring subscription models (advanced planning modules), transaction-linked referral fees (BNPL), and bundled pricing options (pharmacy online presence packages).
  • Optimised bundle design by analysing pharmacy cost sensitivities and proposing smaller, balanced bundles that lower adoption barriers while maintaining profitability, with comparative analysis of bundle splits, cost-per-session economics and pricing thresholds.
  • Outlined short-term monetisation plays such as early-mover integrations and quick adoption bundles to secure immediate incremental revenue, and designed a long-term roadmap for bundled offerings that would serve as defensible growth engines over a 3–5 year horizon.
  • Incorporated pricing research insights including Van Westendorp willingness-to-pay analysis and customer interviews, to ground recommendations in real market research evidence and ensure pricing levels reflected both perceived value and competitive benchmarks.

Impact

Created

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StrategyConnect deploys specialized talent on demand. We are one of the largest networks of independent consultants and industry experts driving the adoption of flexible workforce in the Middle East.

Copyright @ 2024 StrategyConnect Inc. All Rights Reserved.

StrategyConnect deploys specialized talent on demand. We are one of the largest networks of independent consultants and industry experts driving the adoption of flexible workforce in the Middle East.

Copyright @ 2024 StrategyConnect Inc. All Rights Reserved.