Selected work
Projects we're proud of.
A selection of pricing and monetization projects. Details are kept general to protect client and employer confidentiality.
AI Customer Service
Transforming an entire product portfolio to put AI first
Led the strategic redesign of flagship product packaging for a major CX software company looking to move away from seat-based pricing to focus monetization on outcomes and consumption while putting AI front and center in their offerings. Underlying research included conducting a large scale conjoint pricing survey.
Outcome
Client became an industry leader in AI-first pricing, with AI responsible for over $100M in ARR growth.
B2B SaaS
Disciplined guidelines and sales tools to reduce discounting
Designed and implemented a structured discounting framework to replace previously discretionary discounting across a large sales organization. Introduced predefined discounts based on customer attributes and behavior to reduce revenue leakage while promoting higher-value customer outcomes.
Outcome
Millions saved in reduced discounting within the first year; measurable shift in customer and seller behavior.
CCaaS
Pricing and packaging approach for contact center offering
Designed a streamlined, flexible, and customer-friendly approach to contact center pricing that still preserves margin in this notoriously complex and low-margin market. Project included financial modeling, deep competitive research, and dozens of interviews with in-market buyers and industry experts.
Outcome
Successfully launched the product, which now sees nearly $10M in ARR.
Digital Advertising
Full design and launch of an advertising product suite
Led end-to-end pricing and packaging strategy for a new portfolio of advertising products for a large two-sided digital marketplace. Competitive benchmarking, quantitative pricing survey, customer interviews, and internal data analysis informed this complex design. Also worked with product engineers to change ad delivery methods to contain costs.
Outcome
Unlocked even more revenue than anticipated by packaging creatively to meet customers' willingness to pay.
Company names are not disclosed in order to respect the confidentiality of past employers and clients. All projects reflect the work of Sam Green.