Know What Your Best Customers Value.
Price From There.
Your market shifted away from seat-based pricing. Your revenue model didn’t. That’s where we start.
Accounts aren’t expanding the way they should.
We know we’re leaving money on the table. We just don’t know how much.
We’re afraid to touch pricing. Any change feels arbitrary and risky.
We’re just matching our competitors prices.
If you’ve said one or more of these, the problem isn’t your product, your team, or your market.
You have a value articulation problem. You don’t yet know what you’re worth to your best customers.
WHY THIS HAPPENS
Most SaaS revenue models are built around:
- Competitor benchmarks
- Industry norms
- Feature comparisons
- Seat counts
- The founder’s gut feel
Those approaches work until they don’t. Growth slows when your pricing model stops reflecting the value customers actually receive.
The question isn’t “What should we charge?”
The question is “What value are customers buying and how do we best capture it?”
A PE-backed real estate SaaS was losing $393,000 per year on a single product line. Not from bad salespeople. Not from excessive discounts. From a pricing structure with no guidance above 300 seats. Every deal larger was spaghetti against the wall. We identified what the product was worth to the customers’ business, large and small. Then rebuilt the pricing tiers to grow as customers’ business grew. Sales teams had a clear story. Cross-sell and upsell became natural expansions.
WHO THIS IS FOR:
Pricing From The Start works with VC- and PE-backed SaaS CEOs and CMOs where:
- ACV growth has stalled and the path forward isn’t clear.
- The customers you want now don’t fit the model you built earlier.
- Pricing, packaging, and customer segmentation need fixing now.
- Sales teams are creating custom deals because the model no longer fits.
HOW IT WORKS:
1. Discover customer value We identify what your best customers are actually buying. Not features. Not usage. Business outcomes. This starts with your customers — the ones who would tell you everything if you asked.
2. Redesign your revenue model We translate customer value into segments, offers, packaging, expansion paths, and pricing structure.
3. Build a model your team can execute Your sales team gets a story they believe. Customers see pricing connected to their success. Leadership sees a path to growth.
4-8 weeks. You work directly with Garrick van Buren. No junior staff. No generic pricing playbook. No competitor-based pricing exercise.
Fixed fee engagements starting at $50,000. The opportunity gap determines the fee.
START HERE
We start with a Value Gap Session to identify where the gap is, what it’s worth, and whether working together makes sense. If it doesn’t, we’ll know by the end of the call.
$1,500. If we work together within 30 days, the fee will be applied toward the larger engagement.
“It helped me reframe how I think about product offering, buyers, and go to market in a way that felt like a swathe of brand new opportunities.” – B2B SportsTech Founder
“Focusing product around the decision maker and the back of the napkin math really opened up some thinking on my side.” – B2B Sales Intelligence Founder