Fixing a broken revenue model in one quarter.

Problem

A verification services business with per-transaction pricing that hadn't moved in years. Volume caps shrank the unit price as usage grew. Legacy contracts required both sides to approve any price change at all.

Method

Workshop plus coaching. Segmented the base: a long tail of small accounts with no revenue concentration, a short list of enterprise contracts. Priced each segment on willingness to pay, not history.

Solution

More than tripled the core transaction fee, stepping the largest accounts up over 3 years. Removed the volume caps entirely. Wrote the legacy pricing clause out of all new contracts.

Impact

Segment revenue more than doubled on flat volume. $1.2M annualized, flowing almost 1:1 to EBITDA. 6 objections out of the first 500 customers contacted.