Pricing & Packaging Design

Is your pricing falling behind? Let's fix that.

A 4-week Sprint method that delivers ROI within 20 to 60 days after the changes are in place.

No one owns pricing. Everyone has an opinion, and no one has the data to back it up. So decisions stall while everything else moves faster: product, customer needs, competitors.

Pricing falls behind. So does packaging, value propositions, metrics, and the rest of the commercial architecture that holds it together.

You need a pricing system that can keep up. We co-create it with your team in four weeks, and stay on through implementation.

What we work with

Seven connected levers.

These are the areas we work across. A project focuses on the ones where your upside sits, whether that is one of them or several.

Packaging Value pricing Pricing models Price setting Discount management Value proposition Organizational anchoring
  1. Packaging
  2. Value pricing
  3. Pricing models
  4. Price setting
  5. Discount management
  6. Value proposition
  7. Organizational anchoring
Our method runs in three steps: Agree. Shape. Lead.
Step 01

Agree

Pricing conversations stall because everyone has an opinion and no one has agreed on a direction. We get the right people in the room, surface where the real disagreements sit, and build consensus on what actually matters: who you're selling to, where you're growing, and what you need to defend. That clarity sets the terms for everything that follows.

  • A clear ICP and segmentation that directs packaging and messaging
  • Agreed priorities on growth goals — new logos, expansion, or both
  • Positive differentiation identified, and where defense is needed
  • An overall value proposition, ready to sharpen as the work progresses
  • Existing sales friction points surfaced and flagged for resolution
Step 02

Shape

With direction agreed, we get to work. We build a pricing architecture that supports both your margins and your sales motion, with packaging that maps cleanly to your segments, a model that reflects the value customers actually get, and price levels grounded in real willingness to pay. Clear discount guidelines for both PLG and SLG motions, so your team closes with confidence on every deal.

  • Pricing architecture built to support both sales velocity and margin health
  • Packages aligned to segments, each with a clear rationale that helps customers self-select and see room to grow
  • A pricing model tied to actual customer value creation, including fences and usage limits
  • Price levels grounded in willingness to pay, with structured discount guidelines for PLG and SLG
  • A value proposition that sales can use — specific, differentiated, and simply told
Step 03

Lead

A pricing model only works if your team can run it. We make sure they can. That means migrating legacy customers, getting the customer-facing communication right, and putting governance in place so pricing decisions stay owned and consistent. Sales enablement, discount policies, KPIs, a full playbook. When we leave, you're already moving.

  • Legacy customer migration to new packaging and pricing
  • Customer communication covered: website, pricing page, change announcements
  • Pricing ownership defined, including committees and any organisational changes needed
  • Policies and processes for discounts, product enhancements and new feature pricing
  • Sales enablement: tools, training and incentive alignment
  • KPIs and monitoring in place from day one
  • A full playbook your team can act on independently
What this looks like in practice

Three examples of packaged pricing work.

Agree, Shape, Lead is the process. These are three common shapes it takes, depending on scope.

Package A

Design

  • Full analysis of your situation, based on internal data and market position
  • Alignment across the organisation on objectives and needs
  • Packaging designed around your ICP's segments
  • Value assessment backed by 8 customer interviews
  • Pricing model tied to value metrics
  • Price setting
Output: full design of packaging and pricing.
Package B

Design, with deeper customer proof

  • Everything in Package A
  • Additional 1:1 interviews and/or quantitative market research
  • Typically needed with several segments, or a large customer base with diverse needs
Output: full design of packaging and pricing, backed by wide market proof.
Package C

Design and implementation-ready

  • Everything in Package A or B, plus:
  • Value proposition, messaging and pricing page design
  • Sales enablement
  • Pricing governance, processes and policies, including discount corridors
  • Price change communication and playbook
  • Systems, tools and KPI monitoring
Output: a full pricing playbook, designed for adaptive pricing. If you need help implementing it, we're glad to take that on too.

The Cost?

We use AI heavily in our own process, which is part of why clients tend to find our pricing fair for what's delivered. But to give you a specific price, we first need a scoping call to establish needs and complexity.

Get in touch and let's talk
When it is relevant

When a packaging or pricing project pays off.

Any one of these is a good reason to look at packaging and pricing. Several at once make the case clear.

01

Accelerating ARR. You want to lift revenue and profit to push growth faster.

02

Before an exit or capital round. You want pricing in order to support a stronger valuation.

03

Major product enhancements. You have added significant value and want to capture its full sales potential.

04

Churn challenges. You want to find what is driving churn and fix it.

05

Market shifts and competitive moves. Conditions have changed and your pricing needs to follow.

06

Unlocking sales growth. You want to win new logos or expand ACV with existing customers.

What clients say

"It's been a remarkable process with fantastic results."

"We got everyone aligned on goals, identified and removed several friction points, and adjusted packaging to better serve our main segments with clear direction for upcoming features.

We got a new strong value proposition that sets us apart and clearly communicates customer value, revised pricing that now better reflects what we deliver, and a pricing page that leads with value.

The outcome has been a huge drop in churn and a lot of new logos we expect to grow."

CEO, MarTech company
Other services

Get a sharper read first

Whether that's a diagnosis before starting a project, or sharpening packaging and price levels within a model you already trust.

Start with a diagnosis

Pricing Audit

If you would rather see where to focus first, a Pricing Audit gives you that overview and shows where the biggest upsides and quick wins sit.

Read about the Pricing Audit
The model stays, the details move

Pricing Research

If your pricing model is right, and it's the packaging or price levels you want to sharpen, that's what this tests.

Read about Pricing Research

Contact us to learn more about our process and method.

Tell us where you stand on packaging and pricing today, and we will talk through the right way forward.

Get in touch and let's talk