Global Fitness Tech
Governance and consistent packaging replaced instinct-priced regional deals ahead of a liquidity event.
The challenge
Regional GMs were pricing enterprise deals on gut-feel, creating significant margin variance across geographies. There was no CPQ, sales had unlimited discount discretion, and enterprise packaging was inconsistent region to region. The board had flagged pricing consistency as a risk ahead of a planned liquidity event.
The approach
Each step below is a step of PROFIT+, named so you can see which part of the method did the work.
- Implement
Introduced a pricing governance framework with tiered discount-approval authority.
- Implement
Implemented CPQ tooling integrated with the existing CRM.
- Optimise
Designed globally consistent enterprise packaging with regional overlays for localised value metrics.
- Fuel
Built ROI models by vertical to support enterprise negotiations and trained sales on value-selling.
The outcome
- Enterprise deal margin stabilised across all regions.
- CPQ implementation live and integrated with the existing CRM.
- Sales cycle shortened and packaging consistency achieved ahead of the liquidity event.
In one line
A global fitness tech company at $400M ARR was losing margin to inconsistent regional deal-making. We introduced governance and value-based packaging that standardised and protected margins globally.
Relevant to Growth teams · Fitness / Wellness SaaS
Could this be your pricing?
Most of these outcomes started with one 30-minute call and a look at the price card.
More work
All case studiesA product-market-pricing fit crisis turned into 106% ARR growth by re-anchoring the price to fundraising outcomes.
One pricing tier for everyone became three, aligned to value, adding $4.5M ARR from existing customers.
Overlapping tiers buyers couldn't tell apart became clear, value-differentiated ones, lifting ASP 17%.