Pricing change pilot
An invented scenario. All numbers and situations below exist only to illustrate the method.
“Customers will pay more because the product has improved. We should launch the new packaging next quarter.”
The choice
Should a fictional SaaS company pilot usage-based packaging with one new-customer segment before a broad rollout?
Evidence
In this illustrative scenario, interviews show that buyers understand the usage unit, but three sample bills vary widely at peak volume. No renewal behavior has been observed under the proposed model. These are invented facts.
Options and tradeoffs
Launch broadly: fastest path but high migration risk. Pilot with one new-customer segment: slower learning but limits exposure. Keep current packaging: protects simplicity but leaves the value-alignment question unanswered.
Assumption to test
The chosen usage unit tracks perceived value and buyers can predict a reasonable range before purchase.
Decision
Run a 60-day new-customer pilot in one segment with bill simulations shown during evaluation. Do not migrate existing customers during the test.
Follow-through
The pricing owner records comprehension questions, predicted versus modeled bills, conversion, and support effort. Review after 20 qualified opportunities or 60 days.
What would change it
Stop if buyers cannot estimate a bill range, modeled variance exceeds the agreed guardrail, or sales-cycle friction rises without better conversion.