Expansion is your fastest path to growth, but most B2B SaaS companies are bleeding margin because their pricing is frozen in time. While the product evolved, and the market evolved, the revenue model didn’t. Every week delaying re-aligning pricing with customer value is a “Wait Tax” of unrealized, unrecoverable, revenue.

Analytics can tell you which customers are using the product more. But usage is a proxy, not a value metric. Your customers already know what you’re worth to them, you just haven’t asked lately.

• The substantial value they are extracting and you aren’t yet charging for.
• The offerings your best customers will gladly pay 30%-100% more for.
• Who your actual competition is (and isn’t).

“Prices have gone up 30% in the past 2 years, but it’s not a problem as we’re getting substantial value.” — Customer of a Construction Site Safety SaaS

This isn’t just market research.
It’s a customer value intervention.

In one engagement, a customer booked the first appointment and arrived with 35 complaints. They weren’t a churn risk (yet). Their complaints illustrated just how integrated, how valuable, the product was to their day-to-day. The value of this deep integration wasn’t scoped during the sale. Nor was my client aware of it, effectively subsidizing their most valuable users because they were blind to the depth of customer value. We fixed the architecture to capture that missing margin.

THE VALUE MECHANIC: GARRICK VAN BUREN

Garrick van Buren is a 4x founder and 2x operator who views pricing as value quantification and customer segmentation problem. He acts as a “jolt” for executive teams stuck in decision-cycles, stripping away the jargon to find the hard math driving Net Revenue Retention (NRR).

Coming from product strategy and the founder’s seat, the work starts where the leak actually lives: in the disconnect between your product’s velocity and your commercial execution.

Garrick’s commitment to you

• No junior staff.
  You work directly with the operator who has vetted 50+ venture ideas for corporate studios.
• No jargon.
  A laser focus on the raw physics of B2B SaaS: ACV, NRR, and customer %AR.
• Fixed Fees.
  Engagements are value-based and discussed in the first session.
• Accelerated by AI
  Business will always be between people and the ongoing competitive edge is in better understanding customers. The faster we can identify and rollout a stronger pricing model, the lower your Wait Tax and the better your margins. We use AI tools to accelerate our analysis, market research, and modeling. Client privacy is non-negotiable, and every tool we use complies with strict privacy standards.

Garrick’s work has been referenced in 8 books on digital products and customer research. He writes For Starters a newsletter about finding and quantifying customer value before over-investing in product.

Garrick lives in suburban Minneapolis with his wife and four children.

WHO THIS IS FOR:

I work with VC- and PE-backed SaaS leaders ($5M–$50M ARR) facing a monetization log jam:

• PE Operating Partners needing 100-day margin expansion post-acquisition.
• VC-backed CEOs whose NRR has plateaued despite strong product-market fit.
• Growth Boards where product velocity has completely outrun pricing cadence.

START HERE

We start with a Expansion Gap Session to identify where the gap is, what it’s worth, and whether working together makes sense. If it doesn’t, we’ll know by the end of the call.

$1,000. If we work together within 30 days, the fee will be applied toward the larger engagement.