Software
/
Pricing and packaging
Repricing a subscription catalogue for a B2B software firm
A four-tier catalogue had grown into forty SKUs that nobody could explain to a customer. We rebuilt it around three plans and one usage dimension.
Client
Software company, 120 people
Sector
Software
Service
Pricing and packaging
Duration
8 weeks
Illustrative engagement. Harlow & Vance is a fictional demo firm.
The challenge
The sales team was discounting by habit because the list price had lost its meaning. Finance could not forecast revenue by plan, and support spent hours explaining which features belonged where.
What we did
We interviewed twelve customers and eight sellers, mapped every active contract to the features it actually used, and tested three packaging options with a win-loss panel before committing to one.
Outcome (illustrative)
Illustrative sample result: a simpler three-plan catalogue, a documented discount policy, and a migration plan for existing contracts. Figures are deliberately omitted in this demo.
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