Pricing Optimisation SaaS: 0→1 Discovery to 22 Pilots
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
Early-stage B2B SaaS in pricing optimisation (0→1). Key constraints: high uncertainty, limited engineering capacity, and the need to validate ICP/value proposition before building heavy integrations. Success depended on proving ROI quickly through pilots and turning learning into a repeatable go-to-market narrative.
My role
Senior Product Manager / Product Lead owning discovery, strategy, MVP scope, pilot engine, and GTM alignment.
Discovery
• Customer and stakeholder interviews to map current pricing workflows, decision makers, and blockers. • Pilot-driven hypothesis testing (data → insight → action → measurable outcome). • Competitive and market analysis (LLM-assisted) to shape positioning and proof points. • Sales feedback loop to translate objections into onboarding, messaging, and scope decisions.
Solution
• 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; early subscriptions signed; MVP shipped with a lean team and an investment-ready roadmap/model.