Turning a pricing problem into a growth engine
How we helped a B2B software company reignite sales and accelerate recurring-revenue growth across Australia and the US.
The situation
A B2B technology company operating in Australia and the US had grown quickly, but sales had slowed over the previous year. Its product was priced well above the market, and the growth expected from a US expansion had failed to materialise.
The problem
Sales conversion was low because pricing sat significantly above the alternatives, and the value the product delivered wasn't being made clear. The business needed a go-to-market approach that could reignite new sales and accelerate recurring-revenue growth in both markets.
What we did
We built a go-to-market strategy tailored to each market. In Australia, we narrowed the target focus customers to where the product created the most value, steering sales effort to where it would convert, and modularised the pricing to highlight product value and open the door to upsell.
In the US, we targeted whitespace use cases, extending the product story beyond its Australian solution to new and unique applications. We modularised pricing around a base module that was the lowest in the market, with premium modules that let the company charge significantly more where it earned it.
Results
+25pts of ARR growth, in two markets at once
The Partners
Partner-led, across Australia and New Zealand.
GNG Partners works with boards and senior executives across Australia and New Zealand, from Sydney, Melbourne and Brisbane. The Partners who scope an engagement are the people who do the work – meet the team behind these results.