How SaaS Pricing Optimization Increased Deal Size

The Objective

$30Million ARR eCommerce SaaS faced significant challenges due to a failed pricing model. This model created rigid tiers that inhibited flexibility for customers, leading to dissatisfaction among sales and marketing teams. Customers struggled to expand their product usage without incurring steep price hikes, while sellers either bypassed the model or adhered to it at a loss. Rapid implementation without iteration or feedback compounded these issues, creating discord and operational inefficiencies

The Solution

A strategic pricing and packaging overhaul was conducted:

Stakeholder Engagement: Conducted in-depth discussions with sales representatives and leadership to understand pain points and misalignments.
Flexible Tiers: Reworked tiers to balance customer satisfaction with sales efficiency, allowing customers to expand usage without drastic pricing jumps.
Operational Tools: Introduced an updated pricing calculator, simplifying quote creation for sales reps and improving adoption.
Iterative Adjustments: Focused on packaging decisions rather than metrics to optimize offerings for different customer segments

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The Result

100%

sales team compliance

15-30%

Increase in avg sale prices across packages

Client Name

eCommerce CX SaaS

Service Name

Packaging and Pricing

Industry

eCommerce CX SaaS

TESTIMONIALS

Clients Review

"Monetizely helped us revamp our enterprise SaaS pricing for new products. The excellent work led to key insights on buyer behavior and willingness to pay, refining our package with great impact. Highly recommend!"

Sajjad Rehman

VP of Revenue, Immunefi

Ajit is an excellent monetizing SaaS pricing consultant and mentor whom I highly recommend. I enjoyed working with him and found his processes to be well-structured and insightful. We were guided by him throughout the re-pricing\ re-packaging process and came to valuable conclusions as a result.

Hadar Fogel

VP of Customer Success, Superlegal

Preparing for major product shifts, I found 'Price To Scale' by Ajit Ghuman invaluable. Dubbed a 'mini-bible on saas pricing strategies,' it offers clear structures, effective pricing strategy framework, and inspiring examples from leading companies. Highly recommended!

Kirill Chabanov

COO at Aqua

Fantastic course and instructors. Despite being their first time, it felt like they’ve done it for years. Well organized with great dialogue and real-world scenarios. Highly recommend and would take another course with them!

Stephen Rosenlund

Global Pricing & Monetization, Dell

This is a very practical pricing program for pricing professional in SaaS. I highly recommend this course to anyone practicing pricing and packaging in modern SaaS environment. I learned SaaS pricing strategies that I will apply in my work right away.

Tatjana Mitchell

Principal, Pricing and Packaging at Iterable

eCommerce CX SaaS: 15-30% Increase in Average Deal Size!

The Objective

The Solution

The Result

Clients Review

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