Pricing Optimisation SaaS: 0 → 22 Pilots, 60%+ Retention
Defined ICP and value proposition for a B2B pricing optimisation SaaS, ran fast discovery, and shipped an MVP with a lean team (2 engineers + sales). Built roadmap and financial model to support early GTM and fundraising readiness.
Context
Team: 2 engineers + sales. Hard constraint: no budget for deep integrations before the value was proven.
My role
Product Lead: ICP, MVP scope, pilot process, roadmap and financial model.
What shipped
• Defined a focused MVP that delivered an end-to-end value loop with minimal setup. • Built a pilot process with clear entry criteria, success metrics, and feedback cadence. • Standardised onboarding artifacts and converted learnings into a prioritised roadmap. • Created a financial model and product narrative to support fundraising readiness.
Result
• 22 pilots launched, 60%+ retention, first subscriptions signed.