01
Possible 90-day leading indicator
- Price realization in the pilot segment
- Offer conversion
- Pilot ACV or package mix
Lever 02 · Pricing
Does your pricing architecture reflect the value created?
We assess willingness to pay, pricing metric, packages and discount logic. A new architecture is tested in one limited segment first.
Discuss where to startThirty minutes. Bring the starting point, most important number and suspected constraint. We assess whether an audit or 90-day scope makes sense.
Signs of unused monetization potential
- Prices follow internal costs or competitor packages instead of value use.
- Discounts substitute for clear segment and packaging logic.
- Customer use grows without corresponding revenue growth.
- Sales can explain price but cannot connect it to the customer outcome.
Measurement logic
Test willingness to pay before a broad rollout
A pricing-metric hypothesis is tested with customer and sales data. A limited segment pilot follows before existing contracts or the entire portfolio are changed.
02
Economic target metric
- Exactly one of ACV, expansion or NRR
- Target and guardrail metrics agreed before the pilot
Limited implementation
What a 90-day scope puts into operation
The scope starts with a defensible price and segment hypothesis. A company-wide rollout only enters the work after the pilot decision.
Deliverables
- Documented willingness-to-pay and segment hypotheses
- Pricing metric, packages and pilot decision rules
- Sales narrative and proposal template
- Pilot measurement with leading and guardrail metrics
- Decision document for rollout, adjustment or stop
What we need from you
- Access to proposal, use and contract data
- Available leaders from management, sales and product
- One clearly limited pilot segment
- Decision authority for price and packaging
Limits of influence
- No guarantee of ACV, expansion or NRR
- No immediate rollout across all existing contracts
- Legal and tax contract review is excluded
Methods behind the work
Common questions
Must existing customers move immediately?
No. The pilot starts in a limited segment. Migration and protection are planned only after the pilot decision.
Is a price increase always the goal?
No. The aim is a better match between metric, package, created value and buying decision.
How is pilot downside limited?
Segment, duration, decision criteria and guardrail metrics are agreed before the start.
Which pricing decision needs a pilot first?
We review pricing metric, segment and available data to determine whether diagnosis or a limited pilot fits.
Discuss where to startThirty minutes. Bring the starting point, most important number and suspected constraint. We assess whether an audit or 90-day scope makes sense.
No engagement is agreed during the call. A possible scope states investment, ownership, measurement and acceptance in writing.