pRICING dOESN'T hAVE TO BE COMPLICATEd
The PriceWise model is simple to implement and simple to use. Consumption-based pricing discourages product use, and a purely sales-led negotiation leaves money on the table. Our hybrid model creates a clear structure around usage, defining your negotiating boundaries, and insuring you’re both encouraging maximum usage and capturing maximum value.
Add Science To Your Negotiations
We are a team of subscription experts with decades of multi-industry experiences across BI and SaaS. Our unique approach is built on having overseen the creation and implementation of a range of pricing strategies. Market-leading pricing strategy isn’t as complex or as costly as it might seem.
We use usage data and a pricing playbook to provide deal-by-deal insights, adding the science behind the art of negotiating.
- Sales adoption & confidence – No complicated algorithms
- Usage-backed negotiation – Data-led guidance
- Pricing governance – Best practice for everyone
- Forecasting and run rate – Accurate forward planning
- Understanding of risk vs reward – Quote with confidence
- Stakeholder alignment – A process everyone can trust
- Multi-year growth plan – A strategic approach
Our Approach
Focus Your Sales Time
Knowing where to drive uplift and where to drive adoption is easy when you have structured information available
Incentivise Usage
Renewal rates are driven by engagement from the earliest days of the contract to the last. Our model avoids barriers to usage and incentivises customers to get the best out of your platform.
Reliability and Longevity
Pushing pricing hard and mitigating churn rarely go hand-in-hand. Our model is repeatable over multiple years to drive continuous growth.
Power in Simplicity
Complexity is the enemy of adoption. Simple and elegant pricing guidelines can be easily understood and executed by your sale team.
how we help
Drive renewal revenue
Everyone needs to pull the pricing lever. Make sure You’re not leaving money on the table by applying your usage patterns as a key factor in determining pricing targets at an individual account level.
We provide a framework which allows the sales team to gain pricing increases taking your feature-based justifications and adding our usage-based confidence.
Prepare for exit
Private equity and venture capital investors look for well run businesses with well crafted metrics. During the exit process the longevity of the growth plan will be a key question.
We work with you to help you develop your pricing strategy which will deliver initial success, provide a medium-term plan and can be iterated on into the future.
Optimise commercial resourcing
Commercial teams often grow organically. Understanding where customer success and account management resources are best deployed is central to your success.
The right team in the right place will avoid wasted hires and make sure there’s no money left on the table.
Level sales territories
Having an unequal playing field can create a toxic sales environment and impact retention and morale.
Factoring in usage when designing territories will bring a new level of account tiering and ensures that you are providing fairness to your team, thereby maximising your revenue expectations.
Case Study
Challenges
Solutions
We tested a range of options for impact on pricing; taking a number of structured and unstructured data sets and ran a series of statistical analyses to find patterns in the data. We identified two key usage metrics which had a material impact on pricing, and we structured these in a framework that we could present to the sales team. This could then be reworked into a model used to both plan the business over time and provide the sales team with a deal-by-deal guide, coupled with the necessary approach to secure a good renewal.
The sales team could then prioritise their book in terms of which accounts needed more or less attention, with some being ripe for a pricing increase and others requiring more groundwork to engage.
Benefits
- Usage analysis to identify risk and opportunity
- Rate card which lifted the floor of the book and provided a multi-year growth plan
- Proposals on customer success and account manager approach for clients with low usage
- Increased onboarding time for new account managers
- A structure owned internally and iterated on as understanding of usage improved
Testimonials
