When Pricing Becomes a Constraint on Growth
Pricing rarely “fails.” More often, it becomes misaligned.
The product evolves, but pricing stays the same
Packaging creates complexity across segments
Enterprise deals slow down
Discounting increases
Price increases feel risky
Internal alignment weakens
At this point, incremental adjustments rarely solve the problem.
What’s needed is a structured, defensible pricing system.
Our process
How Engagements Are Structured
01
Design
We align on objectives, assess your commercial context, and design the core pricing architecture.
(1–4 weeks)
02
Pricing & Packaging
We develop and refine the packaging structure and pricing model — grounded in customer value and internal feasibility.
(2–6 weeks)
03
Migration
We support transition planning for existing customers, ensuring risk is managed and execution is disciplined.
(2–6 months)
04
Renewal Cycle & Validation
Pricing is tested in live sales and validated through real commercial cycles — reducing risk before full-scale rollout.
A typical structured engagement spans approximately 1-2 years with the main design, testing and first implementation dtypically done within 125 days.
The objective is not just to “launch new pricing.” It is to build a system that performs under real commercial conditions.
Experience Across 150+ Pricing Projects
Over the past decade, we have supported more than 150 SaaS and technology companies from scaleups to global enterprises.
Across our last 25 projects: Median price increase:
+102%
ARR (net of churn)
Our work has helped companies:
Increase ACV and expansion revenue
Reduce discounting
Simplify packaging complexity
Transition successfully to SaaS models
Align leadership around pricing decisions
When to work with us
When This Engagement Makes Sense
We work with ambitious B2B tech companies aiming to scale recurring revenue. Our clients typically fall in the $50–200M range but span from $10M startups to $10B global enterprises.
We partner with companies who have:
A desire to move beyond incremental improvements and tackle core, structural pricing challenges.
A commitment to aligning pricing with customer value for exponential impact.
Global operations or aspirations, often dealing with complex sales and service processes.
In industries like:
Native B2B SaaS - born in the cloud.
On-Prem or Perpetual-to-SaaS transitions
Hardware OEMs
Platforms & Open Source Networks
AI Products & Features
Managed Services & SaaS-Service Hybrids
When It Typically Does Not
We have a circle of competence defined by both our domain expertise within complex technology products and by our principles of engagements. We do not do work outside of either.
Companies or clients we do not accommodate:
Sell primarily to B2C markets.
Lack recurring or reoccurring revenue models.
Require short-term, hourly-based assistance, as projects are outcome-focused (e.g., delivering net ARR growth) rather than time-bound.
Request participation in RFP processes.
Require a full team for project execution. For such needs, firms like McKinsey or Simon-Kucher are recommended, and introductions to trusted partners can be arranged
CASE STUDY
Increasing net margin from 60% to 85%
“
Ulrik is the only one we have found, who can make the bridge between all these new technologies and cost structures and turn it into a profitable business.
Dirk Kooreman
Partner Development Manager
Wanna get started?
Let's schedule a call
Pricing transformation is a leadership initiative.
Most engagements require active involvement across product, sales, and executive leadership to ensure decisions are commercially defensible and operationally scalable.
If you are actively evaluating a structured pricing initiative within the next 3–6 months, you can request a 30-minute conversation.
Ulrik Lehrskov Schmidt
Managing Partner, Founder
