Build Pricing From Your Customers’ Success

Most SaaS companies price against their customers’ cost centers: seats, hours, tokens. But business is measured on revenue centers: transactions, studies, projects, assets under management. When your pricing metric is misaligned, you’re leaving growth on the table and constantly fighting your customer’s instincts to trim.

We frequently hear this expressed as:

Accounts aren’t expanding the way they should.

We know we’re leaving money on the table. We just don’t know how much.

We’re afraid to touch pricing. Any change feels arbitrary and risky.

WHY THIS HAPPENS

Most SaaS revenue models are built around:

• Competitor benchmarks
• Industry norms
• Feature comparisons
• Seat counts and usage
• Legacy go to market decisions

Those approaches work until they don’t. Growth slows when your revenue model stops reflecting the value customers actually receive.

Instead, your pricing should match how your best customers make money.

The question isn’t ‘What should we charge?’

The question is ‘What metric measures how our customers’ business succeeds?’

EXAMPLE:

A PE-backed real estate SaaS was losing $393,000 per year on a single product line. Not from bad salespeople. Not from excessive discounts. From a misalignment on how their customers succeeded.

Once we identified the right revenue center metric (transactions, not seats), everything became obvious: who their best customers were, how to segment them, where expansion could happen naturally.

Sales teams had a clear story. Customers saw pricing connected to their success. Cross-sell and upsell became natural expansions.

WHO THIS IS FOR:

Pricing From The Start works with VC- and PE-backed SaaS CEOs and CMOs where:

• Your current pricing is based on cost structures (seats, hours, tokens) instead of how customers generate revenue and growth.
• You suspect you’re leaving money on the table with high-value customers while overcharging others.
• You can’t articulate why your best customers are your best customers.
• Sales teams struggle to explain pricing differences because there’s no defensible logic behind them.

HOW IT WORKS:

1. Discover customer value

We talk to your best customers about what they’re actually trying to accomplish, what they value most, and what your product changed for them.

Not features. Not usage. Business outcomes.

2. Identify your best customer segments

We analyze those conversations to uncover patterns: which customers value what, which segments are most profitable, which have the highest expansion potential.

3. Quantify the value against their revenue center metric

We translate customer language into numbers: what’s the economic value of what we’re delivering to each segment?

4. Build pricing that grows with their revenue

Your pricing is now pegged to how their business succeeds, not how much it costs them to use you. Sales has a defensible story. Customers see pricing reflecting actual business value. Expansion happens naturally.

THE ENGAGEMENT

4-8 weeks. You work directly with Garrick van Buren.

No junior staff. No generic benchmarking. No competitor-based pricing exercises.

We start by understanding your customers, your business model, and the gap between the value you create and the value you capture.

Fixed fee engagements starting at $50,000.

The opportunity size determines the final fee.

THE BENEFIT

Customers understand what they’re paying for.

The price is connected to what makes their business money, not what it costs them to use you.

Segmentation becomes obvious.

Customers at different revenue scales naturally fit different tiers. You stop forcing them into packages built around cost.

Expansion happens independently of their costs.

Your revenue grows when their revenue grows. You’re not dependent on their hiring plan.

START HERE

We start with a Value Gap Session to identify where your pricing metric is misaligned with how your customers make money, what the opportunity could be worth, and whether a deeper engagement makes sense.

$1,500. Applied toward the full engagement if you decide to work together within 30 days.

TESTIMONIALS

“It helped me reframe how I think about product offering, buyers, and go to market in a way that felt like a swathe of brand new opportunities.” – B2B SportsTech Founder

“Focusing product around the decision maker and the back of the napkin math really opened up some thinking on my side.” – B2B Sales Intelligence Founder