Fintech / PaymentsClient B — BridgePay (placeholder)
New packaging model lifted expansion revenue 41% in two quarters
A flat per-seat model was capping growth in accounts that got the most value. We redesigned tiers around a usage-based value metric.
- +41%
- Net expansion revenue
- <2%
- Churn during migration
- +27%
- Average contract value
The challenge
BridgePay's heaviest users paid the same as its lightest. Expansion depended entirely on headcount growth at customers, and the sales team had no natural upgrade conversation.
Our approach
- 01Willingness-to-pay research with 22 accounts across three segments
- 02Usage analysis to identify a fair, understandable value metric
- 03Three-tier architecture with a volume-based add-on
- 04Grandfathering and migration plan for existing customers
- 05Pricing page rewrite and CS talk track for the transition
“The migration was the part we feared most. It was calm, well-communicated, and almost nobody pushed back.”