Kristjan Tamm
B2B SaaS pricing & packaging strategist
119
Sessions
< 1 hour
Response time
8 years
Experience
Pricing is the most overlooked growth lever. I help SaaS companies optimize their pricing models, packaging tiers, and monetization strategy based on willingness-to-pay research.
Pricing Audit
one-timeAnalyze your current pricing and identify revenue optimization opportunities
Pricing Strategy Package
packageFull pricing overhaul: research, modeling, packaging, and rollout plan
Head of Monetization
Pipedrive
2018-2023
Redesigned pricing that increased ARPU by 45%
Pricing Analyst
TransferWise (Wise)
2015-2018
Built pricing models for multi-currency transfers
Reviews (2)
Kristjan's pricing audit alone paid for itself 100x. We were massively undercharging.
The pricing strategy package was thorough and data-driven. Exactly what we needed.
Pricing Overhaul That Increased ARPU by 65%
WorkflowHQ
Challenge
WorkflowHQ had not changed their pricing since launch. They were charging a flat €29 per month for all customers, from 2-person teams to 200-person companies. Revenue was growing linearly while costs grew exponentially.
Solution
Conducted willingness-to-pay research with 50 customers, redesigned pricing around a usage-based metric that aligned with customer value, created three tiers with natural expansion triggers, and built a migration plan for existing customers.
Results
- ✓ARPU increased by 65% within 3 months of rollout
- ✓Net revenue retention improved from 95% to 125%
- ✓Enterprise segment grew from 5% to 25% of total revenue
- ✓Customer churn actually decreased by 2 percentage points post-migration
“Kristjan showed us we were leaving enormous revenue on the table. The new pricing model transformed our unit economics practically overnight.”
Andrei Volkov, CEO, WorkflowHQ