Monetisation Rebuild: +90% ARPU in B2B SaaS
Rebuilt monetisation for a dealership SaaS platform: packaging, contextual upsells, and event-based analytics linking behaviour to revenue. Shipped iteratively across multiple cross-functional teams.
Context
B2B SaaS for automotive dealership networks with paying customers and established workflows. Monetisation underperformed due to weak packaging and limited visibility into value moments.
My role
Middle/Senior Product Manager owning monetisation strategy, pricing/packaging, analytics instrumentation, and cross-functional delivery.
Discovery
• Introduced event-based product analytics and BI dashboards. • Customer + stakeholder interviews to map willingness-to-pay and upgrade blockers. • Funnel analysis for activation → usage → expansion. • Support/sales feedback to identify repeatable value moments for upsell triggers.
Solution
• Reframed packages around outcomes and workflow value (not feature lists). • Built contextual upsell/cross-sell mechanics inside key workflows. • Implemented dashboards connecting behaviour to ARPU, conversion, and retention. • Delivered iteratively through 3 cross-functional teams.
Result
ARPU increased by 90%; monetisation became measurable via analytics dashboards, enabling repeatable expansion decisions.