Data-Driven Pricing That Actually Converts

Flat pricing model leaving 40% of enterprise value uncaptured.

• Every customer paid the same price regardless of usage or company size
• Enterprise prospects negotiated custom deals with no data to anchor pricing discussions
• Sales team had no framework for quoting — every deal was ad hoc
• Revenue per account was stagnant despite growing feature set and rising costs

Analyzed 2,400 accounts to design a data-backed tiered pricing model.

• Segmented usage patterns to identify natural pricing tiers based on actual behavior
• Built a willingness-to-pay model using feature usage, company size, and industry vertical
• Designed a 3-tier pricing structure with usage-based add-ons for high-consumption features
• A/B tested the transition plan over 90 days to validate before full rollout

The new pricing captured significantly more value from enterprise accounts while keeping self-serve conversions stable — no pricing shock.

“We knew we were undercharging, but DMG showed us exactly where and by how much.”

— CEO

Timeline

4 weeks analysis and segmentation, 6 weeks implementation and tooling, 90-day controlled rollout