Pricing and Packaging initiatives
often result in transformative
growth.
Many of these focus areas require constant updates/attention as the product and GTM is continuously evolving. There are also many opportunities that are one-time in nature typically resulting from one or more of the following - long overdue overhaul of packaging or pricing, change in price models, launch of new offerings or new markets etc.
Frequently seen growth opportunities in Pricing Strategy and Execution are shown below.
Pricing Strategy
Packaging
Packaging optimization
Price Levels
Price increases/ decreases to align with market WTP
Volume discounting strategy
Geo specific price adjustments
Pricing Meters
Price meter rationalization
Rationalizing Entitlement limits
Interconnect with Product Strategy
Roadmap prioritization
Interconnect with GtM Strategy
Solution selling/Bundling strategy
Market expansion through partner programs
Pricing Models
Introduction of consumption/ usage models
Aligning models with PLG/SLG motions
Pricing Execution
Systems and Governance
Enforcement and updating of discount guidelines
Governance in CPQ
Fulfillment and Entitlements
EOL of legacy offerings
Entitlement enforcement and leakage prevention/recovery
Our Engagement Model
We offer two engagement models to meet the needs of scaling product companies and growing product portfolios.
Project-based pricing strategy consulting to achieve specific goals. We work with your team to define the right business model, packaging, pricing and GTM strategies. These projects are focused and typically run on accelerated timelines ranging from a few weeks to a few months, depending on the nature of the project.
Strategy Consulting
Fractional Pricing
Pricing is an important growth lever but not everyone has the scale to build an in-house pricing team. We can be your Pricing team to help you keep growing and scaling your product revenue. You get access to our world class pricing team without having to build an in-house team and at a fraction of the cost.
Which Engagement model
is right for you?
Strategy Consulting
Pricing Strategy projects tend to be very spiky in nature with a very heavy lift and need pricing expertise for a shorter period of time. This happens very commonly when one or more of the below is being done.
Our team can conduct portfolio analysis to identify and assess growth opportunities.
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Introduction of consumption pricing models or switching from On-Prem pricing to SaaS or perpetual pricing models to subscription are some of the examples of these changes.
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Complete refresh and overhaul of packaging and pricing for part of or complete portfolio triggered either by long overdue changes or competitive landscape.
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Pricing and packaging for new products (organic or through M&A)
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Expansion into new geographies or new segments through partnerships etc.
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Organizations trying to set up or streamline sales-led growth model require help with all aspects of pricing and GTM execution from setting up systems and governance, sales enablement, discounting and deal strategy, partner programs etc.
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Success of PLG depends on aligning pricing and packaging with the customer journey and self-serve experience.
Fractional Pricing Model
There is always ongoing pricing and packaging work once organizations reach a critical base of revenues and customers. Developing in-house expertise isn’t always the right solution. We can be your Pricing team to help you keep growing and scaling your product revenue. Fractional pricing engagement model is designed precisely to address these needs. Typical fractional pricing work includes:
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PnP updates for continuous innovation
Promotional Pricing Strategies
A/B Price Testing
Customer feedback integration
M&A driven PnP changes
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Feature monetization potential and WTP assessment
Competitive evaluation
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Price-performance analysis
Market and Competitive Pricing Strategy Analysis
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Deal structuring, discount guidelines and calculators updates
Sales plays and enablement support
Price-value communication
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CPQ Business rules and Governance
Licensing and SKUs
Our Work
Unlocking growth across PLG & SLG for a leading composable web platform
- Reducing churn by aligning packaging with customer journey
- Streamlining value delivery through subscription & consumption-based models
- Driving customer success through tiered support plans
Expanding market opportunity for a Generative AI copilot platform
- Increasing customer acquisition velocity through packaging optimization for land and expand motions
- Increasing deal sizes by streamlining volume discounting
- Accelerating value realization through tiered support and success plans
Enabling portfolio growth for a leading Digital Experience Platform provider
- Increasing Land footprint and win rates by adding Managed Cloud subscription offering
- Creating new expansion plays by stitching solutions from acquisitions and partnerships