Data & Pricing
Monetisation Rebuild: +90% ARPU in B2B SaaS
Repackaged a dealership SaaS around workflow value and built in-product upsell.
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
Senior PM, owner of monetisation: packaging, pricing, instrumentation and delivery across 3 cross-functional teams.
Key decisions
• Instrumentation first, pricing second.
What shipped
• New package structure. • Contextual upsell and cross-sell. • Dashboards linking behaviour to ARPU, conversion and retention.
Result
• ARPU +90%.
Stack
SQL