A market-leading accounting software platform serving the philanthropic sector — including community foundations, grant makers, scholarship providers, and non-profits — had recently been acquired by a private equity firm. The company needed to optimize its existing pricing and packaging structure, prepare pricing for an upcoming next-generation product release, and respond to new competitive offers that were beginning to affect market share.
- Conducted competitive analysis and sales transaction analysis to identify gaps and opportunities across the pricing and packaging structure
- Redesigned volume tiers and identified pricing power within higher-volume customer segments, supporting price increases to subscriptions, implementation fees, and onboarding/data migration fees
- Rationalized the SKU portfolio and re-packaged the suite into a Good-Better-Best structure to simplify selling and better align with customer upsell strategies
- Improved monetization of premium support and accounting consulting services
- Introduced new pricing metrics that better reflect the value delivered by scholarship management modules
- Developed a new price tier plan and ran price testing for a next-generation, AI-driven grant management product
- Refined value-based messaging for the new module's value proposition, validated through two months of live price testing
The new pricing strategy drove a 5.4% ($1.5M) revenue lift in the first year, with an 8.2% ($2.8M) lift expected in year two. The updated pricing for the new product introduction also set the stage for higher ARR and validated upsell opportunities. The company is now re-evaluating renewing contracts and establishing new terms that better monetize future upgrades and feature enhancements.