← Back to Case Studies
Helping DebtBook increase deal sizes.
DebtBook provides treasury and accounting software to government entities and nonprofits across the United States, including cities, counties and school districts. When new accounting standards drove rapid growth, the company needed pricing and packaging to keep pace.
Services
Pricing Design Program: structured customer research and feedback collection, value-based segmentation, cross-functional alignment workshops, implementation roadmap with defined milestones
Treasury and accounting software for government entities and nonprofits.
2,200+ customers
United States
GovTech
100+ employees
HQ Charlotte, North Carolina
The Challenge
Government buyers compare prices with each other openly on message boards, so every pricing decision was visible to potential customers. At the same time, DebtBook was expanding from compliance tools into treasury solutions, which needed a different value conversation. Sales needed clear frameworks for different segments, and leadership wanted a systematic approach to pricing decisions.
THE SOLUTION
Structured customer research and survey work, a value-based segmentation approach, cross-functional alignment workshops, and an implementation roadmap with defined milestones.
The Results
- Average sales price grew over 24 months, particularly in enterprise and mid-market
- Sellers articulate value with confidence
- Cross-sell across modules, implemented in 2025
- The team owns and adjusts the pricing model without outside help.
Our average sales price has increased over the past 24 months. We've seen our ASP grow, particularly in enterprise and mid-market segments. The value is coming through.
.png)
Liz Speier
VP Marketing, DebtBook
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