Packaging
The layer buyers see.
Where architecture decides the model type and value metrics decide the billable unit, packaging is the part your buyer actually reads: the three columns on the pricing page, the feature dots, and the add-on catalog.
The failure mode is different from architecture: packaging goes wrong when tiers can't be defended in a sales call, when feature gates block the PLG activation moment, or when add-ons force reps to sell four things instead of one.
The specific decisions
- Which capability belongs in the base tier and which is the wedge that forces the upgrade
- How feature gates behave in a PLG motion — hard-stop, quota, or preview
- When to sell as an add-on versus fold into a tier (rule: only add-on when the buyer or budget is different)
- The self-serve to sales-assisted boundary — usage thresholds, seat counts, or SSO — beyond which sales gets involved
Sequencing
If the underlying model or metric is wrong, a packaging redesign will underperform its own model. We'll say so before starting — and point back to the pricing architecture or value-metric work first.
Next step
Before committing capital, changing pricing, or restructuring product teams — let's talk.
We will be direct about whether an engagement is the right answer, and what scope would make it useful.