- by Ulrik Lehrskov-Schmidt
Pricing & Packaging.​
Instead of using months to debate, argue and spin your wheels I will cut through the noise and guide you to a vastly improved commercial model.
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In record time. With less risk.
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My Goal : There will be a clear 'before' and 'after'.
Together, we will:
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Design packaging and pricing that fits your customers, your sales model, your investors' excel sheets and your long term product roadmap.
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Build pricing and discount architecture to monetise customers properly across sizes and types.
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Settle on key terms and conditions such as payment periods, contract lengths and product guarantees.
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Lay out a timeline with clear milestones and accountability for you to validate the pricing with customers and go live with your new pricing.
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Solve any 'particular' issues you might have: partners and resellers, marketplace dynamics, competitive positioning, migration from old product versions to new etc.
I will:
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Speak with you and your leadership team individually to understand your desired outcomes, get to know the group, and identify potential fault lines and tensions.
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Book you for a series of design workshops where I present a series of core designs and guide you through a selection and improvement process to arrive at a core design.
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Ensure your action list is thorough and accountabilities are clear for everyone in the room.
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Guide you through all necessary implementation work, validation and preparation for a sales test.
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Provide access for senior management to my 'Advisory' service for questions on what we decided, how to execute, or anything else, for a full year.
You will:
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Answer a simple data-request I forward to you. Expect around 1 days work for one person.
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Get a new Pricing & Packaging framework along with a fool-proof implementation plan for everyone, in days not months.
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Align across your leadership team on why your customers are buying your solution and how they perceive your price.
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Vastly reduce risk in your model by eliminating common mistakes and getting clarity on the risks you have to run and why.
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Communicate your commercial direction succinctly and convincingly throughout your organisation, eliminating redundant excess work, wheel spinning and friction between teams.
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Free up more time eliminating friction in sales, product and finance than you actually use implementing the new Pricing & Packaging - essentially gaining time and execution power.
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Get advice from an expert who's also a former 3x founder himself.
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Grow revenues. About a quarter of my Pricing & Packaging clients more than double MRR from new sales within 90 days. About two quarters less-than-double, but still do +20% growth on comparable lead flow. Last quarter get results later as they postpone implementation or not at all because they fail to implement for one reason or another.
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Read a case story here.
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Fee:
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My fee guideline is 1% of your current ARR with a minimum of €25K, due upon agreement. Generally the complexity of a pricing and packaging design scales relatively well with your ARR. Higher ARR means a bigger and more mature product to repackage, more history and data to digest and more stakeholders to involve.
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Generally for scaleups above $10M ARR I suggest reaching out to discuss a more bespoke project where we can align on specific objectives, measurements and results.
HAVE QUESTIONS?: write me at ulrik@willingnesstopay.com
Note:
My 'Services for Startups' are just that - for startups only.
(Defined as any company that has yet to turn a profit.)
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The vast majority of my consultancy practice comes from serving non-startup clients from SME's to Fortune 500 corporates. These projects usually start at a minimum of €100K and are - by their nature - highly tailormade to the situation at hand.
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My startup services are not. I've done this enough to know how to get you to that 'next level' efficiently and expediently.
For that reason I don't change the format (it has plenty of built-in flexibility) and I never offer discounts.
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