$100M SaaS Unlocks Growth with Usage-Based Pricing
The Challenge
A $100M revenue B2B recruiting software company faced slowing new business and weak NDR. Its fixed-price model created high entry barriers for smaller deals and lacked alignment with delivered value, fueling difficult renewal conversations. The company needed a flexible pricing model that could capture upside, retain accounts, and scale with customer value.
Our Approach
Benchmarked competitors: Analyzed usage-based pricing levers across the industry, weighing pros and cons to align with the client’s data capabilities and strategic differentiation goals.
Redesigned pricing structure: Built a bespoke hybrid fixed/variable model to enable gradual shifts without disrupting revenue predictability.
Pricing model & impact sizing: Ran pricing simulations with multiple parameters (feature gates, usage tiers, unit pricing) across customer archetypes to project revenue and define migration paths.
Validated with the market: Conducted discovery and pilot programs, refining 5–7 customer archetypes with tailored migration policies and pricing options.
Enabled launch success: Supported product build, sales kick-off, enablement, and deal desk operations to ensure smooth rollout.
The Impact
Executed the largest pricing transformation in company history—in less than 6 months.
Set to capture $20M incremental ARR in Year 1, by aligning heavy-user revenue with actual usage.
Protected the $100M core base while creating flexible migration paths for all customer segments.
Accelerated new business velocity with a more accessible and value-aligned pricing model.
