+15% EBITDA Growth

A PE-backed enterprise SaaS company with approximately $500M in ARR was experiencing margin pressure despite strong topline growth. Pricing had evolved organically over time, resulting in executive discounting, inconsistent tier structures, and limited linkage between customer value and price realization. Forecasts were directionally useful but lacked credibility at the margin level, making it difficult for leadership to confidently manage EBITDA and plan exits.

A comprehensive pricing transformation was executed, beginning with customer value segmentation and a rebuild of tier logic aligned to willingness-to-pay. Discount thresholds were standardized and embedded directly into CPQ workflows to eliminate manual overrides and enforce discipline without slowing sales velocity. Governance was reinforced through incentive alignment and ongoing monitoring. Within two quarters, the company realized a 15% EBITDA uplift and $5M in incremental ARR, while restoring pricing credibility and establishing a scalable framework that continued to perform beyond the initial rollout.