I design, validate and implement highly profitable B2B SaaS pricing and packaging.

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I specialise in high complexity cases - often involving redesigning entire business units or creating them from scratch. Making them work alongside existing hardware or service businesses and in the sales channels available.

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- Just as I've done for over 100+ other B2B SaaS businesses across Europe, Asia and North America.

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Whether you are a legacy tech company looking to migrate an on-prem solution to cloud, a systems integrator looking to build a product division or a growing tech company looking to maximise metrics and strengthen the commercial narrative prior to an exit - I've done it and I can help you.

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Typical issues I help companies with:

• Packaging & Pricing of complex SaaS products.

• Set strategic goals for your SaaS business

• Build a clear and executable plan to hit strategic goals

• Hit and exceed growth targets.

• Improve margins

• Secure profitability despite variable input costs.

• Improve specific KPI's (e.g. NDR, ARPA, Churn, CLV/CAC).

• Help set up the right KPI's to manage your SaaS business

• Shift on-prem to cloud - with low or no churn.

• Help build SaaS businesses within legacy non-SaaS businesses, including organisational development, culture and processes.

• Help T&M businesses productise their IP and create ARR.

• Monetisation of open source eco-systems.

• Monetisation through value chains (e.g. OEM-Owner-Operator).

• Go up-market

• Go down-market.

• Shifting to product-led sales.

• Build partner & reseller sales channels

• Significantly raise prices with minimal risk and churn

• Shifting service revenue to ARR.

• Iron out friction between Product and Sales departments.

• Get past "We already tried that".

• Set up future-proof contract frameworks.

• Optimise prices - also across geographies.

• Build growth forecasts, budgets and KPI structures that work.

• Build and support internal Pricing Functions​

Typical results

242% is my average uplift across my latest 23 projects, measured on legacy customer cohorts prior to new pricing and 12mths after (102% median).

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I don't take on work where I'm not strongly confident that I can ensure there is going to be a definite 'Before' and 'After'. My baseline success is that you are distinctly and tangibly better off after working with me.

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This is what have allowed me to build a 7-figure income as a solo-consultant, based exclusively on referrals and word-of-mouth.

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That said, typical results include:

• Increased growth - often doubling or tripling existing rates.

• Increased ARPA - often adding +50%, +500% or more.

• Increased TAM as we target new markets with existing product.

• Decreased sales cycles and increased conversion rates as customers 'get it'.

• Decreased operational 'load' of customers as we streamline contracts, discounts and product configurations.

• Increased valuations - both from higher ARR and better multiples due to better unit economics.

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Who I help

I work exclusively with B2B tech companies who either have or wants to build recurring revenue models.

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I only very rarely work with clients below $10M in revenue and most of my clients sit in the $50-200M range (although some sit well above $10B and have footprint in +100 countries and across all global timezones).

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I have worked both with native B2B SaaS, legacy perpetual-to-SaaS transitions, hardware OEMs, platforms, data-as-a-service, managed service concepts, marketplaces and so forth.

Who I do not help

I do not work with companies or clients who:

• Sell primarily B2C.

• Do not primarily have recurring or re-occurring revenue.

• Only need a few hours to 'take a look at what we're doing'. I don't work on an hourly basis as I find it unethical. Also all of my work is scoped based on outcomes ('publish new pricing with a net-increase in ARR), not inputs or methods ('we spend 5 hours / do a workshop etc.).

• Ask me to answer a RFP.

• Need a team to come and execute the project for them. If you need this, fair enough. Then you are better off going to McKinsey or SimonKucher and hiring a team. I'm happy to introduce you to partners I know who do good work.

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All of the above are legitimate requests - but you will be better off finding another provider for them than engaging with me as your advisor.​

How I work