RAE_05Revenue Acceleration Engine™ 8–10 weeks initial; annual cycle thereafter

Pricing, Packaging & Monetisation Strategy

Value-based pricing, packaging tiers, monetisation experiments and an annual price-rise discipline that compounds NRR.

Why it matters

A 1% price increase = 11% profit lift on average, yet most startups under-price by 30–60%. Worse, they confuse pricing (the number) with packaging (what's in the box) and monetisation (how value is metered). This module installs an institutional pricing engine.

Scope covered

Value-based pricing research — Van Westendorp, Conjoint, Gabor-Granger

Packaging strategy — Good/Better/Best, feature gating, usage tiers

Monetisation model selection — subscription / usage / hybrid / outcome-based

Pricing metric selection (per seat, per API call, per GB, per outcome)

Discount governance + approval matrix

Annual price-rise playbook (5–10% with grandfathering rules)

Geographic / PPP-adjusted pricing

Price elasticity & sensitivity testing framework

Competitor pricing intelligence database

How we run it

Our methodology

A senior-led delivery sequence — not a template dump. Each phase is operated with your team, not handed over as a deck.

1
Pricing diagnostic
Week 1–2
Audit ARPU, discount leakage, win/loss and renewal price posture; benchmark against 8–12 competitor SKUs.
2
Willingness-to-pay research
Week 2–4
Run Van Westendorp / Gabor-Granger / conjoint research with 60–120 ICP buyers to quantify elasticity.
3
Packaging & metric design
Week 4–6
Redesign editions, bundles and the pricing metric (seat / usage / value / hybrid) with finance and product.
4
Migration & deal-desk
Week 6–8
Plan grandfathering, CSM communication and the new discount approval matrix with deal-desk SOP.
5
Rollout & annual review
Week 8–10
Launch new price book, enable sales, and install the annual pricing review tied to NRR and CAC payback.