Vintecc

The challenge

Vintecc is a Roeselare-based industrial software and AI company with 75+ employees and recognition on Deloitte’s Fast 50. Their “Capture” platform aggregates data from industrial IoT sensors, but they had a pricing problem.

They wanted one clear price list. The complexity of their platform (multiple sensor protocols, configurations, and use cases) made it nearly impossible for customers to understand what they were buying. Sales cycles stretched to 18 months because customers couldn’t determine what was relevant to them.

The approach

We walked through the full route, starting with portfolio analysis. The discovery phase revealed something critical: Vintecc had two completely different customer types buying the same platform.

Product builders. Companies integrating Capture into their own products (like robot manufacturers building fleet management). Their value metric was products deployed.

Production line operators. Factories using Capture for operational outcomes like uptime, maintenance, and efficiency. Their value metric was production lines managed.

We mapped where specific value lives for each segment. For production customers, the value progression runs from generic (users, terabytes) to specific (dashboards, operational insights). For product customers, it runs from generic to customer exposure and fleet control.

The result wasn’t one price list. It was 16 distinct price lists. And that was the right answer.

The result

• Prices increased 10X. Each list was designed for a specific customer type and value proposition.
• Sales cycles were cut in half. Customers could immediately see what was relevant to them.
• Organizational alignment. Sales, marketing, and product teams all understood who they were serving and why.
• Clear expansion paths. Production customers could grow from maintenance dashboards to OEE monitoring to ESG reporting. Product customers could grow from fleet management to customer exposure to fleet control.

The key insight: trying to simplify pricing into one list was actually making it more confusing. Structured complexity, where each customer sees only what’s relevant, creates clarity.