Your pricing was a guess at launch — and your revenue reflects it
A structured teardown of your pricing model, value metric, and tier structure — with specific recommendations on what to change, what to test, and how to raise prices without losing the customers you want to keep.
Most SaaS pricing was set once and never seriously revisited
Launch pricing is a placeholder, not a strategy. The number that felt right when you had zero customers is rarely the number that maximizes revenue once you understand who's buying, why, and what they're getting from the product.
Every sales call includes a discount conversation
When prospects routinely ask for a lower price, one of two things is true: the value proposition isn't landing clearly enough to justify the price, or the price is genuinely above what the market will pay. The fix is different for each — and guessing which it is is expensive.
Everyone lands on the same tier
If 90% of your customers are on the same plan, your tier structure isn't doing its job. Good packaging separates buyers by value received and willingness to pay — and pushes customers toward the tier that fits them rather than defaulting to the cheapest option available.
You're leaving expansion revenue on the table
Customers who get significant value from your product and pay the same as customers who use it minimally are a sign that your value metric isn't capturing the value delivered. That gap is the revenue you're not charging for.
What you walk away with
A teardown of your current pricing structure with specific, implementable recommendations — not ranges or hedged advice, but a clear direction on value metric, tier structure, and price points.
Pre-Session Questionnaire & Pricing Review
You complete a structured intake covering your current pricing page, your customer mix across tiers, your discount rate, and any pricing experiments you've run. I review your pricing structure, your competitor landscape, and your expansion revenue data before we meet.
Kickoff + Delivery
A 30-minute kickoff call to align on your business model, your customer segments, and the pricing questions that matter most. I then run the teardown between calls. A 60-minute delivery call to walk through findings and specific recommendations on value metric, tier fences, and price points.
Pricing Teardown & Recommendations
A written document covering: your current value metric and whether it's the right one, your tier structure and where the fences are misaligned, willingness-to-pay analysis based on your customer mix, and specific recommendations on price points, packaging changes, and a safe rollout sequence. Session transcript included.
Three steps to pricing you can defend
Two calls bracketing the teardown. From kickoff to written pricing recommendations in under two weeks.
You share your pricing and customer data
After booking, you complete a structured questionnaire and share your current pricing page, your tier distribution, discount history, and any customer data on usage patterns or expansion behavior. The more concrete the data, the more specific the recommendations.
We align on business model and segments
A 30-minute kickoff call to understand your business model, your ideal customer segments, and which pricing questions are most urgent — whether that's the value metric, the tier structure, the price points, or how to roll out a change without churning existing customers. I run the full teardown between calls.
You get specific pricing recommendations
A 60-minute delivery call to walk through every recommendation with the rationale. The written teardown follows within 48 hours — covering value metric, tier fences, price points, and a rollout sequence that protects existing customer relationships while capturing the revenue you're leaving on the table.
Sound like your situation?
Pricing work matters most when you have revenue but suspect you're not capturing the full value you're delivering. Here are the most common starting points.
"We think we're undercharging but we're afraid to raise prices"
The fear of raising prices is usually bigger than the actual churn risk, especially when the customers you'd lose are the lowest-value ones. This engagement helps you identify what the market will bear, which customer segments will absorb a price increase, and how to sequence the change to minimize risk.
"Our pricing page has too many tiers and prospects are confused"
Pricing pages that require a comparison table to decode are pricing pages that lose buyers. Good packaging makes the right tier obvious for each buyer type. This engagement redesigns your tier structure around the segments you actually want to serve.
"Larger customers want something we don't have a tier for"
When enterprise prospects keep asking for custom pricing, you either need an enterprise tier with the right feature gates and pricing structure, or you need to understand whether enterprise is actually a segment worth building for. This engagement makes that call.
"We're moving from flat fee to usage-based and need a framework"
Switching value metrics is one of the highest-risk pricing moves in SaaS — it changes how customers budget, how sales sells, and how you recognize revenue. This engagement designs the new model, the migration path, and the grandfather strategy for existing customers.
One teardown. Pricing you can defend.
Pricing decisions compound. A 20% price increase on $500K ARR is $100K/year — captured every year going forward. This engagement costs $1,500 and typically surfaces changes worth multiples of that in the first year.
Pricing & Packaging
30-min kickoff + 60-min delivery call
- Pre-session questionnaire + review of pricing page and tier distribution
- Customer mix, discount history, and expansion revenue analysis
- 30-minute kickoff call to align on business model and key pricing questions
- Full pricing teardown conducted between calls
- 60-minute delivery call to walk through findings and specific recommendations
- Written teardown: value metric assessment, tier fence audit, willingness-to-pay analysis, price point recommendations, and rollout sequence
- Session transcript included
Frequently asked questions
What makes you qualified to advise on SaaS pricing?
I've worked on pricing and packaging across multiple B2B SaaS products — including building the App Store pricing model and subscription tiers at 3dcart, working through POS and payments pricing at Shift4, and advising on CX platform packaging at Gorgias. Pricing decisions I've been part of have included value metric changes, tier restructures, and price increases across existing customer bases. I approach pricing empirically — starting with what your customer mix and usage data is actually showing, not what sounds right in theory.
Can we sign a mutual NDA before you review our pricing and customer data?
Yes — happy to sign a standard mutual NDA before you share pricing data, customer tier distribution, or revenue metrics. I can send a short one or sign yours. Just request it during scheduling.
What data do you need before the kickoff call?
Your current pricing page, a breakdown of how many customers are on each tier, your average discount rate (if applicable), your MRR by tier if you have it, and any usage data that tracks how much value different customers are getting from the product. If you don't have all of this, share what you can — we'll work with it and flag measurement gaps as part of the recommendations.
Will you recommend raising prices? What if our customers push back?
The recommendation depends entirely on what your data shows. Sometimes prices should go up. Sometimes the structure needs to change before the number does. Sometimes the right answer is to hold prices and fix packaging first. Whatever the recommendation, it comes with a rollout sequence specifically designed to manage customer risk — including grandfather strategies, communication templates, and a sequenced rollout that protects your highest-value customer relationships.
We're pre-revenue — is this useful yet?
For pre-revenue products, pricing work is most useful when you're designing the initial structure before launch. The engagement works at that stage, but the recommendations will be lighter on empirical data and heavier on competitive benchmarking and value metric design. If you're pre-launch, note that in the questionnaire and I'll calibrate the analysis accordingly.
Can I get follow-up help rolling out the pricing changes?
Yes. Pricing changes take time to execute, and questions come up during the rollout. The most common next step is B2B SaaS Advisory, starting at $750/month, for ongoing input as you implement the changes and monitor the impact on conversion, expansion, and churn.
How soon can we meet after I book?
Usually within one to two weeks. I schedule the kickoff call within 5–10 days of receiving your questionnaire and data. The delivery call follows 5–7 days after the kickoff.
Find out what your product is actually worth to buyers
One teardown. Specific recommendations. A rollout plan that protects your existing customers.