The Client
Global B2B FinTech and e-invoicing network serving 230,000+ SMEs across 50 countries, processing £133Bn+ in transactions through automated AP/AR workflows for two-sided platform serving buyers and suppliers
The Challenge
Pricing complexity created revenue leakage and operational drag
Over 1,000 fragmented legacy tariffs created severe pricing complexity across global markets. Sales teams had excessive flexibility to create bespoke offers, leading to uncontrolled discounting and billing complications.
Lack of pricing transparency hampered monetisation whilst creating operational inefficiencies in billing and customer management.
What We Did
Four-tier subscription model with discount governance
- Conducted value discovery through customer interviews and usage analysis
- Developed four-tier hybrid subscription model with usage-based transaction bundles
- Created market-specific pricing variations and robust discount governance framework
- Implemented micro-segmentation analytics to validate pricing scenarios
- Guided Salesforce CPQ integration to streamline quote-to-cash processes
The Impact
Simplified architecture with clear cross-sell pathways
15%
ARPU increase in year one
60%
Fewer billing exceptions
4%
Immediate revenue uplift
Achieved immediate 4% revenue uplift with projected 15% ARPU increase in year one through optimised value capture. Reduced billing exceptions by 60% whilst consolidating legacy tariffs into simplified pricing architecture with clear cross-sell pathways.
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