Seats to usage, without the churn

Peplow moved from per-seat to usage-based pricing and grew ARR 18% in two quarters without losing a single customer.

+18%

ARR in two quarters

27% → 9%

Average discount

Logos lost in the migration

§1 SITUATION

Peplow sold its BI tool per seat. Big customers bought ten seats and shared logins; small ones paid for seats nobody used.

Sales covered the gap with discounts. By the end of 2024 the average deal closed 27% below list, and nobody could say what the real price was.

§2 APPROACH

We interviewed 14 customers and looked at two years of usage data. Dashboards refreshed per month tracked value far better than seats did.

The new plans charge for refreshes with generous included tiers. Every current customer got a side-by-side quote and a twelve-month price lock.

§3 OUTCOME

ARR grew 18% over the next two quarters, mostly from expansion in the largest accounts.

Average discount fell from 27% to 9%, and no customer left during the migration.

“Ines moved us from seats to usage without losing a single customer. Two quarters later ARR was up 18%.”

Jonas Weller

CEO, Peplow Analytics

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