← Back to Case Studies
Helping Xactly win more while discounting less.
Xactly is a SaaS platform for sales performance analytics with 1,600 customers across North America and EMEA. Its revenue per subscriber and discounting followed no clear pattern, and pricing hadn't been approached strategically.
58%
Increase in unit pricing
13%
Increase in win rates
24%
Less discounting
SaaS platform for sales performance analytics.
1,600 customers
North America & EMEA
Salestech
500+ employees
HQ Los Gatos, California
The Challenge
Products were sold as one monolithic bundle, so every deal became a bespoke negotiation over which features the customer valued. Discounting was all over the map, and pricing sat in sales operations, where quoting had been conflated with pricing policy.
THE SOLUTION
Pricing moved into the product organization with a cross-functional working group. The team built a fact base from win-loss data and internal surveys, set an optimal price curve, repackaged into good-better-best tiers around customer archetypes, and tied rep compensation to the discount curve.
The Results
- Increased unit pricing by 58%
- Increased win rates by 13%
- Discounting 24% less
- Xactly won a pricing innovation award as a result of the work.
I highly recommend Pricing I/O. They will set a foundation for your team to uncover value and willingness to pay.
.png)
Arnab Mishra
Chief Executive Officer, Xactly
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