01
+80%
Average deal size at launch, with reps then raising prices independently
Case Study · Safety Monitoring Platform
Rep-by-rep pricing replaced with platform tiers. Deal sizes jumped at launch, and reps started raising prices on their own.
Published July 28, 2026
Problem
A hardware-plus-software safety monitoring platform selling into several distinct verticals. Pricing varied by rep. User packs confused buyers. One segment said they'd pay 5 to 10x more for the software but choked on hardware budgets.
Method
Weekly working sessions. Customer interviews across every vertical. Unit economics rebuilt, then a CPQ designed around the actual sales flow.
Solution
Simplified to platform tiers based on features and location count. A premium for project-based use. User packs demoted to a tier add-on.
Impact
Average deal size up 80% on the new model at launch. Reps raising prices without being asked.
01
+80%
Average deal size at launch, with reps then raising prices independently
Approach
Weekly working sessions
Customer interviews
Unit economics modeling
CPQ design
Packaging & tier design
More work
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