AI is Breaking Seat-based Pricing.

Right now:

  • Customers doing more with fewer seats.
  • Economic pressure causing every headcount decision to be scrutinized.
  • LLMs helping users accomplish what once required multiple people.

All of this means the seat-based pricing model is collapsing.

Revenue per customer is flat or declining while the value you deliver keeps growing.

I help B2B SaaS CEOs under pressure to fix broken multi‑product pricing models – especially when AI has blown up the seat‑based revenue.

We do this by better understanding what your best customers are actually buying and rebuild pricing around it – all before your business model becomes obsolete.

Schedule an Intro Call

The Problem You’re Facing

You’re a new CEO inheriting pricing chaos. Or PE-backed with pressure to grow while unit economics weaken. Or you’ve acquired multiple products and pricing logic across the portfolio makes no sense.

The symptoms:

  • Seat-based pricing caps growth – Customers consolidate users, use AI to do more with less, and your ACV shrinks
  • Portfolio complexity – 5-10 products with different pricing logic, no coherent thread on what customers value
  • Expansion blindness – Can’t identify upsell opportunities because you don’t know what drives customer value
  • Sales negotiations chaos – Every deal is custom because published pricing doesn’t reflect how customers actually buy

The underlying problem: you don’t know what value customers are actually buying from you – the economic outcome they’re achieving, not seats or hours.

Without this clarity, pricing is guesswork. Packaging is arbitrary. ICPs are fuzzy. Growth stalls.

Schedule an Intro Call

How I Help

I bring customer value clarity through research and strategic analysis—then help you rebuild pricing and packaging around what customers actually buy.

The work:

  1. Customer research – What outcome are they paying for? How do they realize value? What’s their economic driver?
  2. Value metric design – Shift from seats/users to metrics aligned with customer outcomes (transactions, revenue enablement, operational leverage)
  3. Portfolio architecture – Unify fragmented products into coherent bundling and packaging
  4. Migration strategy – Roadmap your team can execute without blowing up existing revenue

What you get: Clarity on what customers value. Pricing structure that aligns with their economics, not yours. Coherent direction for growth and evidence to support your decisions.

Timeline: 8-12 weeks
Investment: $45K-$75K depending on portfolio complexity

Who I Work With

Companies:

  • $25M-$100M revenue
  • PE-backed B2B SaaS
  • Multiple products or customer segments
  • Business model under acute pressure (seat-based pricing breaking, portfolio complexity from acquisitions, market forces changing customer economics)

Leaders:

  • New CEOs (first 90-120 days) inheriting pricing chaos
  • Post-acquisition integration teams rationalizing product portfolios
  • Leaders watching revenue per customer decline while value delivered increases

Industries: Field service, construction tech, real estate software, professional services platforms, logistics—anywhere seat-based or hourly pricing is breaking under external pressure.

Recent clients: LoneWolf (Stone Point Capital), GoCanvas (K1 Investment Management), Parallax

Schedule an Intro Call

Case Studies

PE-backed real estate SaaS with 10 fragmented products – Built unified pricing model around customer revenue drivers (transactions) instead of cost structure (agents). Annual fees stayed constant for most customers, but business model finally made sense.

SaaS platform unclear on expansion opportunities – Customer research identified what customers valued most, revealing where expansion revenue actually existed within best customer segments.

New CEO inherited pricing chaos – Clarified value structure and rebuilt pricing around customer outcomes in first 90 days of tenure.

When NOT to Work With Me

I’m not a fit if:

  • You want to optimize existing price points without questioning the value metric
  • Your business model is stable and you just need incremental price increases
  • You’re a single-product company under $25M (not enough complexity to warrant this work)
  • You need enterprise consulting with 6-month timelines and $150K+ budgets
  • You want guaranteed revenue outcomes (I provide strategic clarity and direction; your team executes).

Get Started

I take 6-8 engagements per year to ensure focus.

If your seat-based pricing is breaking, if you’ve inherited portfolio chaos, or if you’re unclear where growth comes from next, schedule a call.

Schedule an Intro Call