Convion is a technology leader in solid oxide fuel cell (SOFC) and Solid Oxide Electrolyser (SOE) systems with proven track record in different installations.
Convion sought to develop licensing models for its SOE and SOFC products, aiming to establish price points that resonate with their customers and partners. They were also looking for support for ongoing customer negotiations, striving to secure the best possible deal terms.
How We Helped
We assisted Convion in formulating a licensing and business model strategy, tailoring a customer-centric go-to-market approach that includes tiered offers and diverse channels. Our collaboration involved crafting a pricing strategy and value-driven pricing solutions to maximise revenue, market share, and penetration. Additionally, we provided support for commercial licensing negotiations, helping Convion to navigate and secure favourable terms in their business engagements.
The Value We Created
The value was created by clearly defining target business and intellectual property (IP) models, ensuring IP protection and creating stickiness through strategic software and supply chain management for IP control. Additionally, we helped build a robust and lasting commercial partnership network, which is instrumental in accelerating sustained growth and reinforcing Convion’s market position.
“NovAzure provided us with timely and crucial advice
about avoiding the pitfalls of poorly thought out licensing and partnership collaborations.”
– Erkko Fontell, CEO at Convion
If you are facing challenges in developing licensing models for your products, determining justified pricing points, or seeking support for customer negotiations to secure advantageous deal terms, please reach out to Jean-Jacques Jouanna at jjouanna@novazure.com or Philip Cholerton at p.cholerton@novazure.com
