All cases
Case study
How to Raise Prices Despite Market Pressure
A booking software provider increased revenue by 12% while fending off low-cost competitors
About the project
A European SaaS provider specialising in booking, payment, and calendar software for the personal care sector faced a growing challenge: new low-cost competitors entering the market. Rather than racing to the bottom, they aimed to raise average prices by 12% while protecting their core business.
The challenge
- Low-cost disruptors: competitors targeted small clinics with basic, affordable software.
- Diverse customer base: needed to serve both stand-alone clinics and multi-location chains without alienating either.
- Price sensitivity: had to justify higher prices while offering clear value to retain and upsell customers.
The solution
Three strategic moves.
Action
Impact
Introduced a new entry tier to match low-cost competitors
Fenced off disruptors while protecting higher-margin tiers.
Repackaged and repriced the Better and Best tiers
Aligned features and pricing with stand-alone clinics versus chains.
Moved payment terminals to the Best tier at an attractive price
Made upgrading an easy decision for most customers.
Validation
The strategy was built on real-world data:
- Usage analytics and customer interviews informed the decisions.
- Two focused workshops refined packaging and pricing.
The results
Metric
Result
Average price increase
+12%
Competitor defense
Effective (entry tier blocked low-cost disruptors)
Customer retention
Stable (no churn from price changes)
More cases
Explore other pricing work.
Simplified Pricing for a Property / Tenant Management SaaS
Read caseCompetitive Pricing Strategy for a Facility Management SaaS
Read casePatient Journal SaaS: Simpler Pricing, Higher Prices
Read caseUnlocking 400% Pricing Potential (District Heating SaaS)
Read caseFrom Cost Plus to Value Based Pricing (UK Data Service)
Read caseAI Software Pricing Strategy for a Healthcare Startup
Read caseCould your pricing tell a story like this?
Tell us where you stand today, and we will talk through what the work could look like for you.