H&S Compliance Software - $4.5m ARPU increase (28%)

  • Clarity around target market & pricing to attract ideal customers – targeted acquisition leading to improved sales efficiency & LTV/CAC ratios

  • Refining segmentation based on use case, usage, value & wtp, rather than simply size of customer & industry

  • Packaging refresh based on feature value, usage data and alignment to the growth journey

  • Added value messaging to product & pricing pages that articulated the value from process automation for each feature bundle, improving paid conversions & expansion revenue

  • Introduced usage-based pricing correlated to the value metrics, alongside the subscription model (hybrid)

  • 11% improvement in conversions / 3% churn reduction

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