The Full Reset
PACE System™
Pricing architecture built on evidence.
Rebuilt from what your customers actually value. For B2B SaaS companies between $5–50M ARR where the stakes are too high and the complexity too real to guess.
$5–50M ARR
16–20 Weeks
From $120K USD
Who This Is For
You've outgrown your pricing. The product has evolved, the market has shifted, but the pricing page looks the same as it did two years ago. There's too much revenue at risk to solve this with a workshop or a spreadsheet.
The PACE System is the right fit when:
Pricing touches significant revenue — a wrong move costs real money, and a right one compounds for years.
The founder or CEO is in the room — this isn’t a project you delegate to a junior PM.
You’re willing to follow the evidence — even when it contradicts what the team assumed was true.
You’re genuinely open to rethinking the model — not just adjusting the numbers.
The PACE Process
Sixteen weeks. Four phases. Built on what your customers actually value.
Research — Weeks 1–4
Profile
Before we touch your pricing, we need to understand why your customers actually buy.
Customer value surveys across your entire base. Deep interviews — 8 to 12 conversations with customers, prospects, and churned accounts. Usage and revenue analysis to find the patterns hiding in your data. Segment workshops with your team to align on what drives value.
By the end of Profile, you’ll have a clearer picture of what your customers value than most companies ever build.
Design — Weeks 5–7
Architect
Now we build — using customer truth, not internal assumptions.
Packaging hypotheses grounded in customer jobs and outcomes. Value metric selection: what you charge for, and why that metric instead of the obvious one. Entitlement design: what goes in each tier, what doesn’t, and the strategic reason behind each decision.
You get a Monetization Blueprint — the architecture everything else is built on.
Stress-Test — Weeks 8–11
Calibrate
We pressure-test everything before it goes live.
Price ranges and discount curves validated against competitive benchmarks. Impact models showing exactly what happens to your existing customer base. Revenue sensitivity analysis across multiple scenarios.
This is where the hard questions get answered: What does this do to churn? What’s the revenue impact in quarter one versus quarter four? How do we handle grandfathering without blowing up customer relationships?
Launch — Weeks 12–16
Execute
We validate with real customers, then give you everything you need to launch.
Purchase simulations with actual buyers — the proof that the new pricing works before you bet the business on it. Final price points and packaging signed off by your team. Two-to-three year revenue projections. Migration strategy and rollout playbook for your entire customer base.
You don’t launch on faith. You launch with evidence.
What You Get
Pricing Architecture Blueprint — The strategic foundation of your new pricing model.
Validated Monetization Model & Impact Analysis — How the new pricing affects revenue, churn, and customer acquisition. With real numbers from real customers.
Final Price Points & Projection Model — Exact pricing, packaging, and financial impact modeled over two to three years.
Migration & Rollout Playbook — Step-by-step guidance for launching without revenue disruption. Including scripts for your sales team, talking points for CS, and a grandfathering framework.
Plus ongoing strategic alignment sessions and post-launch support to make sure the first 90 days go smoothly.
Investment
From $120K USD
per product. Paid in equal monthly installments over the engagement.
This is an investment in getting pricing right once — not a recurring cost. Most clients see measurable revenue impact within the first quarter after launch. For many, the first-year revenue impact from a single pricing model exceeds the cost of the engagement by 10x to 100x.
What Clients Say
The clarity you brought to our pricing lowered our time to close by about two weeks. The restructure made things more logical and easy for prospects to understand and brought clarity to where the real value is in our product.
Enterprise SaaS Founder
Pace Pricing took the time to truly understand our business, customers, and goals. The new tiered subscription packages they developed, combined with smart usage-based elements, will allow us to capture more value, appeal to a wider range of customers, and create more predictable recurring revenue streams.
Simon Cusack
Co-Founder & COO, Rafflebox
Frequently Asked Questions
+What is the PACE System?
The PACE System is a 4-phase pricing transformation methodology: Profile (deep customer research), Architect (design pricing structure), Calibrate (stress-test with real data and purchase simulations), and Execute (validate with buyers, build migration playbook, enable sales team). It's designed for B2B SaaS companies between $5M and $50M ARR that need a complete pricing overhaul.
+How many customer interviews does the PACE System include?
The PACE System typically includes 10 or more Jobs-to-be-Done interviews with customers and prospects. These interviews uncover what customers actually value, what pushed them to buy, and what almost stopped them — data that directly informs pricing architecture decisions.
+What is a purchase simulation and why does it matter?
A purchase simulation puts your new pricing in front of real potential buyers before you launch. Participants walk through the buying decision with your proposed tiers, packaging, and prices — and we measure where they hesitate, what confuses them, and whether the value story lands. It's the difference between launching on hope and launching on evidence.
+What deliverables do we get from the PACE System?
You receive a complete monetization blueprint with recommended pricing model, tier architecture, and entitlements; revenue impact modeling with 1-3 year projections; a migration playbook for transitioning existing customers; sales enablement materials; and a recorded presentation of all findings and recommendations.
+Can the PACE System fee be paid over time?
Yes — the investment starts at $120K USD and can be structured across the engagement period. The exact structure depends on scope and timeline, which we confirm after the initial Strategy Review.
Not the right fit?
$1–4M ARR · 8–12 weeks
FastTrack™
Same methodology, your team builds the model with our guidance. $1–4M ARR · 8–12 weeks · From $55K.
Any stage · Monthly
1:1 Pricing Coaching
Ongoing strategic advisory for teams already running experiments. Any stage · $3K/month.
Pricing Insights
Explore our latest thinking on the pricing challenges this service solves.
The B2B SaaS pricing problem most founders misdiagnose
Most B2B SaaS founders who think pricing is broken have a positioning problem. Audit product, positioning, and packaging — fix in that order.
Why Your SaaS Packaging Is Built Backwards (And How to Fix It)
Feature-first packaging is the reason so many SaaS companies hit a ceiling on willingness to pay. There's a different starting point: designing packages from the outside in, beginning with what your customers are actually trying to accomplish.
How to Sell a Platform Story Before Your Products Are a Platform
If your company acquired multiple products and the board wants a platform story before integration is done — the narrative already exists in your customers' language. Surface it first.
Ready to rebuild your pricing on something stronger than intuition?
This isn't a workshop. It's a comprehensive engagement that takes your pricing from guesswork to evidence. If you're serious about getting this right, let's talk.
30 minutes · With Bill, not a sales team · 400+ SaaS companies advised