From Reactive Pricing to Revenue Precision
Founder | SaaS Startup | United States
What Lindsay Said
“Most pricing advice I got before was mechanical.
Sujoy’s process was psychological — and that’s what made it work.
We now understand the invisible triggers that drive conversion, not just the math behind it.
The result? More upgrades, fewer objections, and way more confidence in every sales call.”
Challenge:
Lindsay’s startup had built an excellent product, but her pricing model lagged behind its value. Customers perceived the product as “affordable” rather than “strategic,” leading to thin margins and slower upgrades. She’d worked with multiple consultants before — each offered tactics, but none explained why pricing psychology mattered. Lindsay wanted a structure that could scale and defend premium positioning without alienating users.
Our Approach (tailored):
Using BetterEver’s First-Principles + Neuroscience + Human Behavior framework, we helped her shift from guesswork to evidence-based pricing:
- Cognitive Bias Mapping: Identified emotional triggers (like fairness perception and effort justification) influencing how users judged her pricing tiers.
- Value Signal Optimization: Reframed messaging to make premium plans feel more rewarding and anchored upgrades to cognitive value thresholds.
- Predictive Revenue Modelling: Simulated three pricing structures under behavioral forecasting models to select the most conversion-stable one.
Results (benchmarked against SaaS growth metrics):
Within 10 weeks:
- Monthly recurring revenue (MRR) increased by 23%.
- Upgrade rate among existing users rose by 31%.
- Average revenue per account stabilized with less than 5% pricing pushback — a key signal of emotional pricing alignment.