Reimagine pricing.
Evolve pricing & monetization to accelerate exit opportunities and post-acquisition integration plans.
Value is validated by willingness to pay.
Need + value + willingness to pay.
In-depth customer interviews and quantitative analysis are the foundation for strong pricing & packaging work. Existing pricing data and contract reviews yield some insights, but you need to validate your value with customers at scale to ensure monetization aligns with the features and capabilities customers need, value, and are willing to pay for. You need all three to win.
Underutilized growth lever.
Firms are sometimes surprised to learn the features they believe add the most value don’t actually match customer preferences once it comes down to what customers are actually willing to pay for. Optimizing monetization also improves the ROI of your product roadmap.
Best-fit target segments.
Packaging your offer or product bundles to appeal to the needs of your best-fit customers is the best way to unlock growth. Understanding which features really matter and which are nice-to-have (or worse, deal killers) is one of the most important things you can do to ensure business success. Tight segmentation helps you deliver and realize more value.
Monetization + GTM = magic.
Once you’ve aligned on an approach to monetization which aligns with what customers are willing to pay for, and get value from, it’s critical to communicate validated value consistently across go-to-market from product configurations, packaging, pricing pages, marketing campaigns, and sales pitches & contracts.
Key questions to evaluate.
Need, value, WTP. Who cares a lot and is willing to pay for the value you provide?
Business models. Which model/s most closely align value with your best customers? Don’t automatically assume usage-based pricing works for all customer segments.
Packages. Which features create more value when bundled together?
Deal killers. Which features prevent customers from buying?
Multi-product. How can we sequence or bundle offers to maximize share of wallet?
How it works.
Optimize business models around customer need, value, and willingness to pay. Meet business objectives efficiently.
Multi-Product Playbook
Ideal for multi-product or multi-brand prioritization across a suite of offerings. Maps out opportunities to package & sequence offers to maximize share of wallet across shared stakeholders, geographies, & budgets to identify where you’re most likely to win.
Monetization Playbook
Ideal for validating best-fit target segment/s, value drivers, and willingness to pay. Validates customer insights at scale to help you build more profitable packages & bundles, acquire & retain customers more efficiently, and deliver more value over time.