Services — 03
We find the value metric your buyers accept, build packages that match how they approve spend, and set discount rules your sales team can defend. Then we test the change on new business before it touches your existing customers.
At a glance
Duration
6–10 weeks
Inputs
Quotes, discounts, interviews
Output
Value metric, packages, rules
Rollout
New business first
Testing
One variable at a time
01 — Signs
Pricing problems usually show up as discounting, slow procurement and flat expansion, and get blamed on sales execution.
Ref
What you see
01
Average discount above 20%
No clear reason to pay list. Packages do not separate buyers by the value they get.
02
Deals stall in procurement
The price structure does not match how the buyer budgets: per seat when they budget per transaction, or the reverse.
03
Expansion revenue is flat
The value metric does not grow as the customer gets more value from the product.
04
Most deals need a custom quote
Packages do not match the common buying patterns, so every deal starts from scratch.
02 — How we work
Pricing work fails when it starts with a spreadsheet of competitor prices. Ours starts with how your buyers get value and how they approve spend.
01
Analyze 12 to 24 months of quotes, discounts and win-loss by segment and package.
02
Test candidate metrics, such as seats, usage, transactions or assets, against how value grows for the customer.
03
Structured interviews and price-sensitivity research with customers and recent prospects.
04
A good, better, best architecture, with add-ons for the features only some buyers need.
05
Discount bands, approval rules and deal-desk guidance your sales team can follow.
03 — Package architecture
Each package exists for a specific buyer, and each step up is triggered by something that buyer actually needs, not an arbitrary feature gate.
For teams proving the use case
Value metric
Per 1,000 transactions
Core workflow and standard integrations
Up to five users
Email support
For teams running it in production
Value metric
Per 1,000 transactions, volume tiers
Everything in Core
Advanced rules and reporting
SSO, audit log and priority support
For regulated, multi-entity buyers
Value metric
Platform fee plus usage
Everything in Growth
Data residency and custom terms
Named success manager
Illustrative architecture for a fintech platform. Your packages follow your buyers, not this template.
04 — Testing safely
Pricing changes are tested like any other change: on a defined cohort, one variable at a time, with the whole funnel in view.
01
Changes apply to new customers for one or two quarters before existing customers see them.
02
Change the price or the packaging in a test, not both, so the result is readable.
03
Track conversion, discount, cycle length and win rate together, not the list price alone.
04
Existing customers keep their terms, with a clear and attractive route to the new packages.
05 — Discount governance
Discounting is not the problem; discounting for nothing is. We set bands, approvals and the trade each discount has to buy, then report on it monthly.
Discount bands
IllustrativeDiscount
Approved by
In exchange for
Up to 10%
Account executive
Annual prepayment
10–20%
Sales manager
Multi-year term or volume commitment
Over 20%
Deal desk
A strategic logo, case study rights and a documented trade
Illustrative. Bands are set from your own discount and win-rate data.
06 — Results
Typical movement in the first year after new packages and discount rules reach new business.
+18%
Average contract value on new business
Illustrative
−40%
Average discount, with no drop in win rate
Illustrative
−21 days
Time spent in procurement
Illustrative
112%
Net revenue retention, up from 101%
Illustrative
07 — Questions
If yours is not here, bring it to the first call.
Book a diagnostic →Will raising prices hurt our win rate?
Sometimes, briefly. We test on new business first and watch win rate, cycle and discount together, so a change that hurts conversion is caught within a quarter.
We sell to banks. Does packaging still matter?
More than most. Regulated buyers approve spend in fixed structures, and packages that match those structures move through procurement faster.
Do you set the actual prices?
We recommend them, with the evidence behind each number. Your leadership team decides.
What about our existing customers?
We design the migration path and the communication, and we usually leave the base alone until results from new business are in.
Next step
Start with a three-week diagnostic. We will show you where price is costing you deals, and where it is not.
