Evolve your B2B
software monetization.
Licensing, packaging and pricing rebuilt as one pricing architecture, run in LevelSetter by your own team with the senior expert in every sprint.
For B2B software companies whose pricing was set for a product and a market that have since changed.
It starts with Pricing Ground Truth, your closed deals read the same day with the senior expert. One pass around the loop puts your pricing decisions live in the systems you already run; the subscription runs it again when you ship capabilities.
A fixed fee for the first step, credited in full to the pass.
Ever.
start to finish.
that starts it.
Pricing set last year
is pricing a different company.
The rebuild belongs in the pricing work when:
- AI broke your cost model.
- AI agents are cutting your user count.
- NRR is plateauing.
- Three product lines feel like three businesses.
- The board is asking about pricing.
Pricing was set last year. AI changed cost curves. The product expanded. The competitive set shifted. Repricing will not fix architecture.
Chris Mele
Ranked #1 on OpenView’s list of B2B SaaS pricing experts. Chris leads Pricing Ground Truth and every sprint after it, with a team that has held CEO, CFO, CMO, CPO and CIO seats inside software companies.
LevelSetter is how the expert’s work scales.
Read more about Chris →One pass around the loop.
Then again, when capabilities ship.
The pass starts from what Pricing Ground Truth found and runs Define, Deploy, Defend once, in sprints your team paces with the senior expert, ending with your pricing live in LevelSetter and the first renewal cycle defended.
What it costs. Pricing Ground Truth is a fixed fee, credited in full to the pass. The pass is a fixed fee by scope. The subscription takes the place of a large upfront fee: it is sized to your deal volume on a published schedule, on the term you choose, so the fee follows your upside as it arrives. There are no change orders and no hourly bills. You pay for what it takes to reach go-live and start seeing results. The senior expert comes with it, with no limit on the time: the hours go to working through your pricing decisions together, on the phone and in the sprints. Scenario runs are included.
Pricing Ground Truth
Your price list and closed deals, won and lost, read the same day with the senior expert: what you really charge, where realized price leaks, what to fix first. See Pricing Ground Truth →
Customers, sellers and competitors
Conversations with your executives, sellers and customers find the friction your team lives with. Our team profiles each named competitor from conversations with its customers, inside a published code of conduct.
Packaging and Customer Groups
We map how different buyers extract value from your product. Those clusters are your Customer Groups, and the editions are drawn on top of them.
One pricing architecture
The senior expert draws licensing, packaging and pricing as one pricing architecture: the value metric, the editions on their Customer Groups, and the price points, each tested against your closed deals.
Every customer, before go-live
Every change you propose, replayed against every deal you have closed, so you see who pays more and who pays less before it reaches a customer. The expert reads the map with your team.
Continuous monetization sprints
When a new capability creates markedly new value, the expert opens the packaging question in the next sprint and the revised pricing architecture is designed inside the engagement you already have.
Competitive response
Our team talks with your competitors’ customers, continuously, inside a published code of conduct, to learn how their pricing architecture is changing and how the market responds. LevelSetter reads each change against your deal record, and the expert designs the counter-architecture inside the engagement: faster than a review cycle, often immediately.
What runs
between passes.
LevelSetter is SPP’s Continuous Monetization Platform, built by the experts who design the pricing architecture. Between passes your team operates it and the expert reads what it shows with you.
Inside
your stack
Pricing decisions go live through LevelSetter, a decision management layer that integrates with the systems you already run, with guardrails for active review. Your team operates it from day one; the expert works the first deals with your sales leaders.
Every scenario,
replayed
Every scenario you consider after go-live, replayed against every deal you have closed: who pays more, who pays less, where friction concentrates. The expert reads it with you.
Patterns billing
systems miss
Discount drift, packaging mismatch, AI consumption variance by Customer Group, expansion signals visible in deal behavior and invisible in your CRM: shown faster than any review cycle, often immediately, and read with you.
Expansion the structure
can capture
Expansion the current licensing cannot bill for shows up in the deal record. LevelSetter names it by Customer Group; the expert and your sales leaders decide what the packaging does.
When pricing changes.
In a continuous engagement a pricing event is bounded. Three cases cover most of them.
New features
Not every new feature is a pricing event. Improvements to what customers already have flow through at no cost. A capability that creates markedly new value opens the packaging question, with the expert, in that sprint.
Renewals
Renewal is where the year’s pricing architecture work shows: the capabilities that delivered markedly new value are already packaged and priced, so the renewal number is one both sides already understand.
AI capabilities
An AI capability is a licensing decision first, then packaging, then pricing. AI usage varies far more across customers, so the expert models it on your actual usage distribution and prices it to grow with the value.
How to choose
a monetization partner.
- Ask whether the deliverable is a price list or a rebuilt pricing architecture.
- Ask whether the diagnosis comes from closed deals or interviews.
- Ask whether every existing contract is modeled before launch.
- Ask what operating layer the engagement leaves you with.
- Ask for comparable engagements by revenue range and sales motion.
- Ask what is measured and tuned after go-live.
The full set of questions, with what each answer tells you, is in how to evaluate a pricing consultant.
When SPP redesigned BambooHR’s pricing architecture around Customer Groups, the company beat plan for 18 consecutive months and has since grown past $300M ARR without outside funding. Read the BambooHR case study →
Frequently asked questions
Start with your own numbers.
Your closed deals read the same day with the senior expert, at a fixed fee credited in full to the pass. Bring your packaging questions, competitive pressure or AI cost problem.