Adapt pricing

and packaging

Who this is for

Founder led lower-middle market companies with 5 to 50 million in annual revenue entering a new country or province.

The quick answer

Anchor pricing to local value and cost to serve. Adjust for taxes, freight, and warranty terms. Keep three clear tiers so buyers can self select. Localise units, service levels, and payment methods. Publish a country price card and protect floor prices with clear approvals. Test in market before any broad roll out.

The method in eight steps

Build local value and cost view
List customer outcomes and the costs that change by market such as freight, duties, and service travel time.
Create three tiers
Good, better, best with clear inclusions and limits. Keep the top tier as the anchor with premium response or extras.
Localise the offer
Units of measure, service hours, language, holidays, and payment methods.
Price fences and floors
Publish discounts that are allowed by fence such as prepayment or multi year, and set a floor approval path.
Write the country price card
One page per market with list prices, fences, warranty, and service level.
Pilot live
Run five to ten paid deals in market. Track win rate, margin, and time to close.
Tune the mix
Adjust features across tiers based on feedback and margin. Keep the names and layout stable so sales simple stays.
Roll out and monitor
After the pilot, push the price card and enablement to partners and the direct team. Review monthly for drift and floor exceptions.

Example

A company adjusted warranty terms and added a mid tier with faster response for a new market. The pilot held margin and shortened time to close.

Pitfalls and fixes

Using home market pricing without landed cost. Include duties and warranty.
Too many tiers. Keep three with clear steps between them.
Floor exceptions that creep. Log and review every exception.

Checklist

Local value and cost view
Three tier model
Country price card
Floor and fence rules
Pilot results and roll out plan