Pricing and packaging review for Docklet
New plans and a value metric that raised average deal size without hurting win rates. A case study by Mohammed Al-Rashid, Go-to-Market Strategy Consultant.
Challenge
Docklet, a document automation tool, priced per user, which made large customers negotiate hard and small customers churn.
Solution
I analysed usage and win-loss data, ran willingness-to-pay research and recommended a new value metric and three-tier packaging, with a migration plan for existing customers.