KIMBERLEY HALEY
Pricing Strategy &
Revenue Management
With more than 15 years of experience setting pricing strategies for global SaaS companies in multiple industries, I have helped companies grow organically. I worked to integrate pricing programs and systems during a $13B merger, all the way down to advising startup clients how to launch pricing for their first product. I have implemented CPQ systems for Sales and have led teams that developed Sales Reporting and Operations metrics and cadence programs for Executives.
Areas of focus include: pricing transformation, pricing analytics, pricing implementation into billing and QTC systems, pricing and sales operations reporting, revenue optimization campaigns, contracting for growth. Board presentation and external conference speaking experience, inspiring sales teams to negotiate value vs. price.
Below are some of my samples of transforming pricing and revenue management programs.
Pricing Transformation
A major component of pricing strategy is reviewing existing revenue streams and dissecting what is potentially an area for opportunity for future price optimization. This is an example of a move from pay-as-you-go usage pricing to value based solution pricing. It transformed the way that Sales talked to the Customer about our solutions, and improved our NPS scores because customers started to see the value for price when they tied their data use to the solution, not just the usage report. In this example, I designed the concept, led the brainstorm session to collaborate with the product managers to think about their solution from a value add perspective, and worked with them to package their data, to choose the right price metric and price point. Together we launched a new concept that was a complete overhaul 10+ years in the making.
Pricing Analytics & Optimization
Every project requires analytics in some capacity. Generally there is a macro market assessment, a competitive assessment, and then internal assessments, both current state, scenario testing for future state and post implementation review. I have experience in all components of these analytics, including the most popular pricing assessments used like: conjoint, cluster and market basket analysis, have used the Van Westendorp Price Sensitivity Meter at every company I worked for, and conducted A/B testing many times to identify optimal packaging.
I have even created a proprietary competitive assessment that I can share as well that gets to the price point faster and more definitively.
One of the pricing models that I designed was selected for an experiment with MIT Digital School of Business to test the profitability of bundling digital assets. During this project we conducted various types of analysis, including cluster analysis that identified which packages were most profitable and where the optimal price point was. This led to a conjoint analysis exercise that helped to identify how to package our data to fit each use case.
Pricing Implementation & Product Launch
Three times in my career I designed a product and pricing launch process for organizations who had no formal implementation plan when it came to preparing GTM teams for new products beyond product training.
This is an example of my philosophy that a launch is ready when these teams have all signaled readiness and this process accelerated time to revenue in every organization where it was implemented.