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Impact Scenario • SaaS
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SaaS Revenue Optimization

Pricing strategy, customer journey redesign, and market expansion to unlock new growth.

247%
Revenue Increase
8.3x
ROI Multiple
14 days
Implementation

Engine mapping: Revenue Engine Accelerator • Customer Success Multiplier • Data Clarity Engine

  • Target: Sales, Marketing, CS, RevOps
  • Problem → Impact: Flat growth, slow follow‑up, low activation → faster response, higher conversion, bigger ARPU
  • Inputs → Outputs: Events/CRM/Billing → qualified SQLs, activated accounts, weekly ARR/cohort reports
  • Stack: HubSpot/Close; Clearbit/Clay; Segment; Metabase/warehouse; Zapier/n8n
  • Risks & mitigations: Data quality → enrichment/dedupe; adoption → activation nudges; metric trust → definitions/owners
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Context & Challenges

A mid-market B2B SaaS platform with strong PMF but flat growth and rising CAC. Pricing tiers were product-driven, not value-based. Onboarding drop-off and underserved segments limited expansion.

Approach

  • Value-based pricing and packaging redesign with conjoint-informed guardrails.
  • Journey mapping for trial-to-paid and expansion motions; friction removals.
  • ICP segmentation; new entry SKU for self-serve and land-and-expand.
  • Experiment system: weekly pricing/offer tests with AI-assisted analysis.

Outcomes

  • ARPU lift from re-tiering; improved conversion on optimized trials.
  • Lower payback period and improved LTV/CAC through upsell paths.
  • New segment acquisition with minimal incremental cost.

Artifacts

  • Pricing grid and guardrail model
  • Onboarding flow wireframes
  • Experiment tracker with win/loss log

System components

  • Event intake → revenue pipeline → KPI dashboard
  • Automated weekly ARR and cohort reports
  • Alerting: churn, credit risk, billing failures

Result: a complete operational system, the foundation for larger AI programs.

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Business impact

We model revenue outcomes and track against baseline using standardized SaaS metrics.

Before → After (60–90 days)

Metric Baseline After
MRR $420k $520k (+24%)
NRR 96% 107% (+11 pts)
ACV $18.5k $22.4k (+21%)
Gross margin 74% 80% (+6 pts)

Where the value comes from

  • Packaging and guardrails move ACV and MRR.
  • Onboarding and upsell journeys lift NRR via expansion and reduced churn.
  • Automation reduces COGS, raising gross margin.

Levers: pricing tiers, discount bands, trial-to-paid friction, activation prompts, renewal offers, credit/collections automation.