Valueships

BACKGROUND

Please describe your company and your position there.

I'm the CEO of a SaaS scale-up company - Survicate. We're a team of 50 people, selling a pretty complex product for diverse target customer base.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Valueships?

We were looking for professional support in introducing our next pricing policy iteration. having done that in-house in the past several times already, we wanted to have external help with proper market research and best practices so that this time we were making sure data plays a bigger role that the loudest voice in the room.

SOLUTION

How did you select this vendor?

Valueships managed to build good thought leadership on the matter - Maciej, their CEO, has been preaching and sharing great content about saas pricing best practices. On top of that we checked with other companies they've worked with and got really good feedback.

Describe the scope of their work in detail.

The project involved detailed primary and secondary research. First, they've done a series of interviews with different teams - marketing, product, sales, support, and leadership. Then they run a detailed analysis of our product usage and transactional data to understand the product and our users better. Last but not least they conducted an external survey among our target customer base. We had a few steering meetings throughout the process and the last one included a detailed presentation with all the findings and analysis, as well as a forecast on how the changes shall impact our current and future metrics. They stayed in touch while we were introducing the changes, advising us whenever it was needed.

What was the team composition?

I've worked closely with their project manager and their team worked with selected people from all of our teams - product, marketing, sales, and support. We had a dedicated Slack channel and Notion space to track progress, discuss challenges and steer the project.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We're still implementing recommended solutions - I'd say we agree with 90% of them. The recommendations were eye-opening even for a team that has been going through the process probably 15+ times in the past. We're expecting at least a 20% increase in current revenue upon introducing the new pricing to the current customer base. We also expect a significant increase in our freemium signup ratio and signup to paid conversion. Last but not least - as a company operating in a rather high churn category, proposed solutions should help us improve retention by at least 30%.

How effective was the workflow between your team and theirs?

Super smooth. Everybody was very involved and excited on both sides, and we quickly built a great relationship. It was a great balance between formal and freestyle communication - very much how we operate as a company.

What did you find most impressive about this company?

I'd say the level of commitment - it was almost as if they were a part of our team, new folks trying to prove their worth.

Is there any area for improvement or anything that could have been done differently?

I honestly have nothing on the back of my head I could mention would need improvement. I would be happy to work with them again.

BACKGROUND

Please describe your company and your position there.

Kontentino is SaaS helping ad agencies and their clients better collaborate when creating and analyzing social media content. I am the CEO

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Valueships?

We have changed pricing 4 times in the past 6 years. However, we needed a more data-driven and methodological approach.

SOLUTION

How did you select this vendor and what were the deciding factors?

ValueShip was a great choice because they offer exactly what we needed. They were pricing experts in the SaaS industry.

Describe the project in detail and walk through the stages of the project.

The first stage was setting up goals and expectations for what we wanted to achieve with the new pricing. The second stage was that ValueShip did deep dive into our subscription data. The last step was that they provided a framework and pricing plans. Later the implementation was on our side.

How many resources from the vendor's team worked with you, and what were their positions?

We got 3 top pricing experts.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We have received new pricing structure for our SaaS which will increase our ARPA and other metrics.

How effective was the workflow between your team and theirs?

it was smooth,

What did you find most impressive or unique about this company?

They have expertise in pricing and a quick understanding of our business and needs.

Are there any areas for improvement or something they could have done differently?

Sometimes their communication wos on too expert level and we had hard times understanding the pro-language since we are not experts in their area.

BACKGROUND

Please describe your company and your position there.

I am CMO and Board Member in Thulium (thulium.com) - contact center software company. We provide helpdesk, callcenter, chat and integration solution for customer service departments in companies from 5 to hundreds seats.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Valueships?

Repricing project connected with price and product change.

SOLUTION

How did you select this vendor and what were the deciding factors?

Seen on SaaStock event. We decided to go with experience and rationality of vendor.

Describe the project in detail and walk through the stages of the project.

They analyzed the present state as well as competitors and the market. Presented some options for change which was good for us. We analyzed all future effort as well as the risk, and decided to go with project.

How many resources from the vendor's team worked with you, and what were their positions?

We had one point of contact, management.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We changed pricing and engaged new products and addons. Project is ongoing.

How effective was the workflow between your team and theirs?

It was smooth and on time.

What did you find most impressive or unique about this company?

Horizontal view. I was impressed with their great analysis and experience in the field.

Are there any areas for improvement or something they could have done differently?

Hard to say. I do not see it now.