Product-Led B2B SaaS

Optimize self-serve pricing—typically for SMBs—to accelerate adoption, conversion, and revenue expansion.

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Key Challenges

Overcome the unique hurdles of PLG SaaS with strategies designed to drive product adoption, maximize conversion, and unlock scalable growth.

Convert Freemium Users

Freemium only works when there are paid conversions. Optimize your freemium strategy to gather a large number of delighted free users, while converting target customers to paid.

Drive Upsells to Fuel "Land and Expand"

Design packages and/or usage-based pricing architectures that naturally take engaged customers to higher price points over time.

Balance Accessibility and Value Capture

PLG pricing often prioritizes simplicity over value capture, resulting in flat structures with little price differentiation. We bridge the gap by incorporating scaling elements that don’t kill simplicity.

Pricing Strategy Approach

A proven, data-driven process to craft and execute high-impact PLG pricing strategies.

1

Internal Insights

Analyze usage data, churn cohorts, and team input to surface monetization friction points and opportunities across the user journey.

2

Market Research

Benchmark price structures and price levels against competitors, and use conjoint analysis to optimize price levels and package configuration.

3

Design

Develop  pricing models tailored for rapid adoption and scalable revenue, incorporating freemium approaches, tiers and/or usage-based pricing where appropriate.

4

Implementation

Run in-product trials, A/B tests, and targeted promotions to validate pricing in-market—then scale what works.

Additional Capabilities

Align pricing with GTM, product, and background ops to maximize commercial impact

Product & Offer Strategy

Organize, position, and define the product prior to monetization

GTM Strategy

Defining who to sell to, how to reach them, and how to position

Pricing and Revenue Ops

Aligning RevOps, pricing, and finance to ensure pricing is deployed and supported

Commercial Due Diligence

Supporting PE & VC firms by assessing pricing power, revenue potential, and risks of acquisition targets

Case Studies

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B2B
PLG SaaS
AI

Moving from seat-based pricing to AI usage monetization

How a customer support platform saw a ~$10M revenue uplift by replacing seat-based pricing with usage-based AI monetization—driving ~30% higher prices for its new feature set while maintaining conversion rates.

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