Docs SaaS
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2025
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Pricing Diagnostic
A price page sales stopped arguing with
Three overlapping plans became two plans and two add-ons, and the sales team stopped rewriting the price page on every call.
3 → 2
Plans, plus two add-ons
22% → 29%
Win rate on new deals
−11 days
Sales cycle
§1 SITUATION
Quillmere had three plans that differed by a handful of features most buyers never used. Reps spent the first call explaining the grid.
Win rate had slipped to 22%, and lost deals kept naming the middle plan as confusing.
§2 APPROACH
The diagnostic mapped every feature to how often paying teams used it. Two features drove upgrades; the rest were noise.
We recommended two plans split on those features, with SSO and audit logs sold as add-ons for the buyers who asked for them.
§3 OUTCOME
The new page went live six weeks after the readout. Win rate rose from 22% to 29% in the following quarter.
The average sales cycle got 11 days shorter, because the first call no longer started with the price grid.
“Our reps used to apologise for the price page. Now they send it before the first call.”
Freya Ammundsen
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CRO, Quillmere