DeloitteA large end-to-end supply chain management software provider, historically reliant on a SaaS subscription model, engaged our team to lead a transition toward usage-based pricing—specifically evaluating a token-based model. This shift was driven by rising costs tied to rapid product evolution, particularly the integration of AI-based features, and a strategic desire to better align monetization with the value delivered to customers. The client needed subject matter expertise to rigorously pressure-test their pricing hypotheses across hybrid and token-based models, refine their approach, and validate it through comprehensive market research.
Over a 10-week engagement, our team provided advisory support to assess and refine the client's existing pricing hypotheses, ensuring alignment with industry best practices and emerging trends in SaaS and AI-driven solutions. My team conducted 10 qualitative interviews with a mix of customers, prospects, and competitors to pressure-test assumptions and gather direct feedback on pricing perceptions and competitive positioning. We also facilitated 5 subject matter expert interviews within Deloitte to deepen our understanding of the evolving supply chain management landscape, and executed a quantitative survey of 105 respondents to benchmark competitive price-to-value, evaluate the proposed pricing framework, and test willingness-to-pay across key segments. We synthesized these findings to optimize the price model, ensuring it met customer needs, reflected market standards, and supported the client's strategic objectives, while also advising on implementation considerations, customer migration, and go-to-market rollout planning.
The engagement enabled the client to move forward confidently with a value-aligned, token-based pricing model, supported by both an initial go-to-market launch recommendation and a long-term growth strategy for the transition from adoption to sophisticated revenue capture. Our research identified go-to-market opportunities representing approximately 5% potential revenue uplift, along with evidence that customers were willing to pay a 5% premium for AI capabilities—insights that shaped both near-term rollout tactics and longer-term monetization strategy. The work also strengthened organizational alignment across product, pricing, customer success, and sales functions to support successful implementation.
Following delivery, the client's VP of Product Operations & Excellence and Senior Strategic Initiatives Manager presented our findings to executive leadership, who approved the token-based model as part of a phased rollout. Our go-to-market recommendations were incorporated directly into the client's launch plan, translating the engagement's research and analysis into concrete strategic action.
