Our approach to B2B
software pricing strategy.
World-class pricing expertise. Purpose-built technology. Your team, permanently better.
We’re not a software vendor that bolts on consulting. We’re not a generalist consultancy that bolts on a tool. SPP is both: pricing experts led by Chris Mele, ranked #1 on OpenView’s list of B2B SaaS pricing experts, combined with LevelSetter, our purpose-built platform that turns strategy into a living system your team operates every day.
From initial analysis through packaging design, deal desk operations, and ongoing performance monitoring, your pricing strategy isn’t a document that sits on a shelf. It’s infrastructure. Every engagement is led by pricing experts focused exclusively on B2B software, not generalist consultants rotating between industries.
, OpenView
exclusively.
1 system for success
Do you truly know what’s driving customers to purchase your product? When you lose a deal, do you know why? If your pricing hasn’t been restructured in years, your sales team is discounting without guardrails, or you’re navigating a pricing overhaul after an acquisition, this is the methodology built for that moment.
Three phases.
One continuous system.
DEFINE your
pricing strategy.
We learn your business from the inside and the outside before recommending anything.
Our pricing experts combine inside-out and outside-in perspectives. We don’t just analyze your data in isolation. We interview your customers to understand how they perceive value, talk to your sales team about what they hear in deals, and conduct competitive pricing analysis using ethically-sourced contract price points from multi-source market research, not just website snapshots and analyst reports. Then we validate all of it quantitatively through LevelSetter and your transaction data.
not anecdotal
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This combination of qualitative insight and quantitative rigor includes:
Customer and
market intelligence
Direct conversations with your buyers, surfacing win/loss patterns, competitive intelligence (including contract price points and competitor positioning), and a clearly defined ideal customer profile (ICP). We capture internal and external perspectives to reduce bias, so you know why customers buy, what they’re willing to pay, and what’s driving them to competitors.
Packaging and
pricing architecture
We redesign your entire product portfolio: SKU structure, feature grouping, edition logic, licensing metrics, and price points. This is the science of crafting packages that match how different buyers buy, sell cleanly through your sales motion, and reflect how different Customer Groups derive value. Traditional willingness-to-pay surveys produce unreliable results for B2B software, we use empirical methods tied to your actual data instead.
Deal data
forensics
LevelSetter analyzes your actual win/loss patterns, discount distributions, and net price realization to surface what’s working and what’s leaking margin.
Before we finalize any recommendation, LevelSetter’s simulation engine models the impact across your entire business: testing packaging configurations, price points, and discount structures against your actual customer base. You see the projected outcomes before committing to a single change.
The output isn’t a slide deck with theory. It’s a pricing architecture you can implement, stress-tested against your actual customer base before anything changes.
DEPLOY your new
pricing & packaging.
We implement alongside your team, not hand off a playbook and wish you luck.
Strategy without execution is a shelf document. Our team works directly with your sales, product, and finance leaders to put the new pricing into operation.
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Deployment includes:
Sales enablement
We work directly with your sales team on real deals during deployment to build confidence in the new pricing. Pricing fluency develops on live opportunities, not slide decks.
Go-to-market rollout
Embedding the new pricing into your sales motion. LevelSetter integrates with your CRM/CPQ, publishes version-controlled pricebooks, no spreadsheets.
Discount governance and deal desk
LevelSetter replaces ad-hoc discounting with structured guardrails: configurable approval policies, automated escalation, mobile margin alerts.
Customer migration planning
For legacy-to-SaaS transitions, LevelSetter computes per-customer impact analyses against proposed pricing changes, retention risk visible before launch.
Once live, LevelSetter runs alongside your existing CRM and quoting systems, even completely behind the scenes if you want, quietly surfacing the patterns billing and deal mechanics can’t see. Which packages are buyers exploring? Where does sales behavior diverge from buyer behavior? Which assumptions in your licensing, packaging, and pricing models are holding up in the field, and which need to be retuned? LevelSetter is the management layer that lets your team continuously sculpt net prices across Customer Groups, perfecting how buyers respond to your pricing and packaging decisions. No rip-and-replace required.
Continuous monetization is validating your pricing assumptions in the field, and that’s what reduces risk.
DEFEND your
pricing performance.
We build your team’s pricing capability so it compounds with every deal. Permanently.
Pricing is not a project, it’s an ongoing discipline. Markets shift, competitors move, customers evolve. The companies that win treat pricing as continuous monetization, not a one-time exercise. That’s why we engage on subscription. Year one perfects the architecture. Each year thereafter is one we earn.
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Our ongoing partnership includes:
Team enablement
As your team operates LevelSetter alongside our experts, their pricing instincts sharpen. Reading deal data independently, not following a framework.
Strategic reviews
Regular sessions with your leadership to challenge assumptions and adjust strategy. This is where the expertise compounds, not in software, but in conversations.
Competitive response
When competitors change pricing or positioning, you have an experienced team to call. We’ve already mapped how they actually price, from their contracts, not their websites. That baseline updates continuously through ethically-sourced multi-source market research.
Expansion pricing
As you ship new features, enter new markets, or launch AI capabilities, our team helps you price them correctly from day one, not retrofitting later.
The longer we work together, the less you need us. Your team learns to read deal data independently, to spot a discount pattern that signals competitive pressure, to price a new SKU or acquisition in days instead of months. Pricing capability lives in your organization, not on a consultant’s hard drive.
The goal isn’t a perfect pricing model, it’s a team that knows how to keep one.
How we help.
B2B Pricing
Strategy
The architecture rebuild. Licensing, packaging, and pricing redesigned as one system.
AI Software
Pricing
Pricing AI products, AI-enabled services, and AI-embedded platforms for volatility, not around it.
New SaaS
Product Pricing
Architecture for new pricing decisions: launches, modules, metric introductions on existing products.
Evolve B2B
Monetization
Rebuilding monetization architecture when the model has fallen behind the product, market, or cost structure.
Legacy Software
Monetization
Perpetual-to-SaaS transitions modeled customer-by-customer, not by blanket cutover date.
Discounting
Analysis
Audit deal patterns. Rebuild the architecture so discount frequency drops 60-80%.
Competitive
Pricing Analysis
The Real Deal framework applied to your competitive set, integrated into LevelSetter.
PE Pricing
Due Diligence
Pre-LOI diagnostic, 90-day post-close implementation, continuous operation across the hold.
Frequently asked questions
A proven approach for sustainable growth.
We’ve applied this methodology across B2B software companies at every stage, from Series A startups finding product-market fit to enterprise organizations restructuring decades of legacy pricing. For PE firms managing software portfolios, we also provide portfolio-level pricing oversight with centralized performance dashboards across portfolio companies. Learn more about our pricing strategy consulting.