What Are Your Customers Actually Buying?
Most vertical SaaS companies can’t answer ‘What are your customer buying from you?’ with confidence. Which is why pricing always feels complicated and leaves money on the table (and why they’re still selling seats).
We design pricing strategies based on real customer value — fast, clear, and built to scale. No guessing.
Before you optimize price points, you need to answer two questions:
- What outcome are your customers actually buying? (Not your features, their economic value)
- Does your value metric align with how they realize that value? (Does it scale with their value or just your costs?)
We help $40M-$90M ARR vertical SaaS companies get this clarity first. Then pricing becomes straightforward.
What We Do
Most pricing consultants optimize price points; tweaking tiers, benchmarking against perceived competitive, surveying customer willingness-to-pay.
We align your pricing to your customers’ economic value.
We help you answer:
- What outcomes are customers actually buying from you?
- Which customer segments should you serve?
- What metric captures the value you deliver?
- Does your pricing align with their economics?
Then we build a pricing strategy flowing from this clarity.
The result: Simpler pricing models capturing more value and scaling with customer business growth not just their headcount.
Who We Work With
Typically, our best clients are growth-stage vertical SaaS companies ($40M-$90M ARR) at strategic inflection points:
- New leadership
- Investor-driven margin and profitability pressure
- 5-10+ products in their portfolio
- 3+ years since comprehensive pricing evaluation
- Market shifts affecting customer economics (per-seat to usage-based, AI capabilities, business model evolution)
- Expanding to new customer segments
Industries: Field service, construction, safety/compliance, professional services, real estate software, agriculture, logistics, medtech
We also serve Series A and Series B companies ($10M-$30M ARR) with aggressive growth targets and strategic pricing questions (see Focused Pricing Reset below).
Get Started
We’re not for everyone. Due to the deep engagement and honest counsel this work requires, we only take 6 clients per year.
Schedule an Intro Call
How to Work With Us
Our engagements always begin with a diagnostic confirming pricing is the primary improvement required. Once confirmed, we start from the beginning with customer value to rebuild the value model, pricing, and packaging.
Strategic Decision Sprint
$200K-$250K | 8-10 weeks
For companies facing major strategic decisions:
- Business model transitions (hardware to software, per-seat to usage-based, adding AI capabilities)
- M&A integration (unified pricing across acquired products, portfolio rationalization)
- Market expansion (which segments to prioritize, how to price for new markets)
- Product portfolio strategy (what to build vs. sunset, bundling vs. unbundling)
- Ideal for: $50M-$90M ARR companies where strategic decisions have $10M-$30M impact over 2-3 years
Business Model Clarity + Pricing Strategy
$150K-$175K | 12-14 weeks
For companies unclear on what customers are buying:
- Customer research to understand what they’re actually paying for
- Value metric analysis aligned with customer economics
- Portfolio pricing strategy across 5-10+ products
- Migration strategy and implementation support
- Ideal for: $40M-$90M ARR companies with portfolio complexity
Focused Pricing Reset
$100K-$125K | 8-10 weeks
For earlier-stage companies with simpler needs:
- Single product or 2-3 SKUs
- Customer value analysis
- Pricing strategy and packaging
- Implementation roadmap
- Ideal for: $20M-$40M ARR companies
Customer Value Diagnostic
$50K (credited toward full engagement) | 2-3 weeks
- Not sure if pricing is your real problem?
- What are customers actually buying?
- Does your value metric align with their economics?
- Go/no-go recommendation on pricing work, We tell ~30% of clients that pricing isn’t their highest-priority problem right now.
Get Started
Book an intro call below to see if we’re a good fit for each other.
Schedule an Intro Call
When Not To Work With Us
We’re not a great fit if you:
- Can already articulate what customers are buying with confidence and evidence.
- Want to optimize price points without questioning your value metric.
- Need pricing work without customer validation.
- Are hesitant to talk directly with your customers.
- Have fundamental product-market fit issues (fix those first).
- Aren’t willing to hear that pricing might not be your real problem.