Pricing Architecture
The structural layer.
Packaging is what customers see. Value metrics are the billable unit. Architecture is the layer underneath both — the model type (subscription, usage, hybrid, credit), the tier logic, price floors, and grandfathering strategy that decide whether the whole system holds when volume, segment, or product mix changes.
This is the work to do before repricing, before a major packaging rework, or before entering a new segment. Get architecture wrong and every packaging or value-metric fix is a patch.
Decisions we work through
- Model selection — flat subscription, seat, usage, hybrid, or credit — modelled against ARR mix and net retention
- Number of tiers and the discontinuities between them (why exactly three, why the middle tier exists)
- Price floors, discount governance, and where deal-desk approval starts
- Migration and grandfathering strategy — who moves, when, and what the churn exposure is
The output
A written pricing architecture memo, an ARR-impact model with base / plausible / stretch scenarios, a migration plan, and the board narrative. Packaging and metric redesign then sit on top of this — see the Packaging and Value Metrics pages for those specific workstreams.
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.