DeloitteA smart mobility and traffic management provider had developed an AI-powered assistant delivering real-time traffic insights, generating strong customer interest thanks to its speed and expanding set of proactive use cases. Ahead of launch, the client needed a clear, scalable monetization strategy to support customer adoption and revenue growth — one grounded in stakeholder input, customer validation, and competitive best practices rather than internal assumptions. Deloitte was engaged to define and market-test this pricing strategy, and I led the workstream responsible for delivering it.
As workstream lead, I helped to design the core pricing hypotheses, structured customer validation surveys, and ultimately synthesized findings into a hybrid pricing model recommendation for the client's executive team. I both led and supported in the development and iteration of AI monetization hypotheses, spanning size-based and usage-based pricing, while selectively exploring token-based constructs to support long-term scalability. To ground these hypotheses in real customer sentiment, I conducted 15 targeted customer interviews assessing product needs, perceived value, willingness-to-pay, and reactions to usage- and token-based structures. I also supported the facilitation of collaborative working sessions with the client to refine pricing metrics, model structures, and price bands based on stakeholder input and industry benchmarks, then built preliminary pricing grids and segmentation-specific recommendations grounded in willingness-to-pay data and competitive context. Finally, I provided commercialization guidance to enable a smooth pricing rollout and organizational readiness for launch.
To quantify the impact of the recommended hybrid model, we modeled three adoption scenarios against the pricing grid using willingness-to-pay data from the customer interviews, applying adoption uplift ranges of 5% to 15%. This analysis produced an estimated first-year revenue uplift of $380K–$950K. The client's executive team approved the hybrid pricing model for launch, and within 10 weeks of our final presentation, it was formally adopted as the official go-to-market pricing structure — validating both the rigor of the customer research and the commercial viability of the recommended approach.
