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Case Studies

Case studies with the numbers in.

Not revenue ranges. Actual impact. Anonymized to protect client confidentiality, but documented with the specifics that matter: starting situation, approach taken, and measurable outcomes in dollars, basis points, and percentages. B2B SaaS, PE-backed industrials, and professional services.

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Typical Outcomes

Ranges from 100+ engagements. Specific outcomes below.

10–25%
Revenue uplift
From pricing optimization and packaging redesign.
200–400bps
Margin improvement
From commercial discipline and discount governance.
1.5–3x
Unit economics improvement
Across LTV, ARPU, and CAC payback.

Case Studies

Four engagements. Company names anonymized. Results are not.

PE-Backed SaaS$45M ARR
Discount governance and tier redesign delivered 14% revenue uplift and 380bps EBITDA improvement in one quarter.

Situation

The company had uncapped discount authority at the rep level. Average deal size had declined 18% over 18 months while headcount grew. Tier architecture had not been updated since Series B.

Approach

Willingness-to-pay research across three customer segments. Discount governance matrix tied to deal economics. Three-tier packaging redesign with feature-value alignment.

Outcomes

14% revenue uplift
380bps EBITDA improvement
Average contract value up 22%
One quarter to full impact
High-Growth Healthcare SaaS$28M ARR
Willingness-to-pay research and packaging redesign reduced churn 22% while expanding ARPU 31%.

Situation

The company had single-tier pricing with no expansion motion. Churn was concentrated in one customer segment that was systematically underserved by the product. ARPU had stagnated for six quarters.

Approach

Segment-level churn analysis to identify root cause. Willingness-to-pay interviews across three buyer profiles. Two new packaging tiers with usage-based expansion mechanics.

Outcomes

22% reduction in net churn
31% ARPU expansion
New expansion revenue motion installed
Payback on engagement in under 90 days
Enterprise Software$120M ARR
Commercial due diligence before acquisition identified $8M of uncaptured annual revenue. Pricing architecture installed in 90 days.

Situation

A PE sponsor engaged us to assess the commercial infrastructure of a target company ahead of close. The target had not updated its rate card in three years and had significant price realization gaps across enterprise and mid-market segments.

Approach

Pre-close commercial due diligence covering pricing architecture, discount patterns, contract terms, and competitive positioning. Post-close roadmap delivered at close. Pricing architecture deployed in first 90 days.

Outcomes

$8M annual revenue opportunity identified pre-close
Pricing architecture installed in 90 days post-close
Price realization improved from 71% to 89% of list
Due diligence findings incorporated into purchase price model
Industrial Distribution$200M Revenue
Price realization improvement from 78% to 94% of list added $4.8M in annual gross margin with no volume loss.

Situation

The company had 400+ SKUs with inconsistent list price application across sales channels. Sales reps had broad pricing latitude and were using it. Margin by customer cohort was highly variable and largely invisible to leadership.

Approach

Price waterfall analysis across all SKUs and channels. Rep-level pricing audit. Customer-level margin analysis. Structured pricing matrix tied to volume, segment, and contract duration. Sales training on value communication.

Outcomes

Price realization increased from 78% to 94% of list
$4.8M annual gross margin improvement
No measurable volume loss over 12 months
Pricing governance process handed off to internal team

Engagement Models

Designed for speed and impact. From expert advisory to end-to-end transformation.

Typical client journey. Each format stands alone or sequences into the next.

Advisory
Guide decisions
Executive workshops
Strategy validation
Ongoing advisory retainers
Up to 1 week
Diagnostic
Identify opportunities
Rapid commercial diagnostic
Market benchmarking
Pricing and GTM audit
1 to 3 weeks
Strategy
Define roadmap
Customer research
Pricing and GTM strategy
Packaging and offer design
4 to 8 weeks
Execution
Capture value
Commercial launch support
Sales enablement
In-market testing and optimization
2 to 6 months
Transformation
Scale growth
Commercial model redesign
Multi-lever revenue optimization
6 to 18 months

Frequently Asked Questions

Questions about our work and results.

Do you have pricing consulting case studies?
Yes. We publish anonymized case studies across pricing strategy, sales effectiveness, marketing and GTM, and product strategy. Each case study includes the starting situation, our approach, and measurable outcomes. We protect client confidentiality by anonymizing company names and specific market details.
What results do clients typically see?
Results vary by engagement type. Typical outcomes include 10-25% revenue uplift from pricing optimization, 200-400 basis points of margin improvement from commercial discipline, and 1.5-3x improvements in unit economics including LTV, ARPU, and CAC payback.
How long do engagements take?
Engagement duration depends on the format. Advisory engagements run up to one week and cover executive workshops, strategy validation, and ongoing advisory retainers. Diagnostic engagements run one to three weeks and include rapid commercial diagnostic, market benchmarking, and pricing and GTM audit. Strategy engagements run four to eight weeks covering customer research, pricing and GTM strategy, and packaging design. Execution engagements run two to six months and include commercial launch support, sales enablement, and in-market testing. Transformation engagements run six to eighteen months and address commercial model redesign and multi-lever revenue optimization.
What industries have you worked in?
We have deep experience in B2B SaaS, healthcare services, industrial distribution, consumer subscription, financial services, and professional services. Our frameworks are industry-agnostic, but pattern recognition comes from concentrated exposure in these sectors.
Can you share references?
Yes. We can connect you with client references relevant to your industry and challenge type during the consultation process. We respect client confidentiality but have a strong bench of advocates willing to speak to our work.

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