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Helping Coconut Software raise prices and sell more bundles.
Coconut Software is a cloud-based, enterprise-level appointment scheduling and visitor management platform built for banks and credit unions. Most deals included only one or two products.
Services
Practical coaching sessions, data-driven insights, competitive insights, design sprint workshop
141.5%
Increase in ARPU
3.6
Products per deal, up from 1–2
70%
Of new deals in the middle package
Cloud-based, enterprise-level appointment scheduling and visitor management platform.
Fintech
150+ employees
HQ Saskatoon, Canada, with a Toronto office
The Challenge
Deals typically included only one or two products, and the company wanted to sell more products per deal at a higher price per user.
THE SOLUTION
Coaching sessions and data-driven insights to lay the groundwork for a pricing and packaging strategy, new competitive insights, a clearer view of where customers got the most value from the software, and a design sprint workshop with the team.
The Results
- ARPU increased by 141.5%
- Deals moved from 1–2 products to 3.6 products
- ~70% of deals opt for the middle package, exactly where the company wanted them to land
- Sales team reports more confidence presenting pricing.
The sales team has shared they have more confidence presenting pricing, and that new pricing is helping them sell more products, at higher price per user.
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Christine Matu
VP Product Marketing, Coconut Software
SaaS platform for sales performance analytics.
58%
Increase in unit pricing
13%
Increase in win rates
24%
Less discounting
All-in-one software for roofing businesses.
Complete redesign of the pricing and packaging model
Operating system for home servers, NAS and virtualization.
Team interviews, customer and contributor interviews, product and sales-data analysis, findings presented in an actionable form