A global supply chain auditing SaaS platform operating in 180+ countries had relied on a one-size-fits-all commercial model that overlooked customer segmentation and regional variation. We helped redesign its pricing and value proposition to better reflect customer value, unlocking near-term margin gains and sustainable growth.
The client had an immediate opportunity to drive margin growth through better price realisation—especially among key accounts where value far exceeded prices paid. A longer-term opportunity required redesigning the value proposition and aligning pricing with customers’ willingness to pay. Unlocking these gains demanded dedicated pricing expertise and cross-functional alignment across commercial, product, and tech teams.
The project delivered a +25% immediate EBITDA uplift through targeted regional price adjustments and laid the groundwork for a +12% projected annualised margin gain via a redesigned value proposition.
By aligning product offerings with customer value and equipping commercial teams with clear sales playbooks and migration plans, the initiative also unlocked cross-sell and upsell opportunities while fostering stronger collaboration across product, tech, and sales functions.
In SaaS, pricing is your growth engine—but only when it’s aligned to customer value. This project shows that even longstanding pricing habits can be broken with clear strategy and strong cross-functional commitment.
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+25% EBITDA uplift through targeted price increases
Improved alignment across Product, Tech, Sales and Customer Service
Projected +12% margin gain through value-led commercial model
New pricing structure that reflects value delivered and supports sustainable growth
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