Licensed to an organization: checkout asks for the company the purchase is for, its website, and an email address to deliver the files to. A work address is best for the license record; a personal one is accepted. Digital download. All sales are final: no refunds or returns. Each format can be downloaded 3 times, and the links stay valid for 30 days. If you need more, reply to your confirmation email and we will sort it out.
Raising a price moves a number and can be moved back. Changing the model alters what a unit of your product is, when the cash arrives, who inside the customer signs, and what they are now free to stop paying for — and none of that can be put back quietly. This pack names which of those four layers a change moves, sizes the trough it creates against the counterfactual rather than against last year, and runs the whole thing again with the volume uplift set to zero, which is the test most business cases never run.
What is the Pricing Model Change Strategy Pack
The Pricing Model Change Strategy Pack is a complete decision-support kit for one question: what does changing how you charge cost before it starts paying? It is built around one organizing test: which of the four layers of a pricing model this change actually moves. Sixteen files carry it: the foundations, a concept deck, a scored decision wizard, a transition model blank and worked, the moves available for each layer, nine sourced case studies, a fit worksheet, a roadmap template, a practitioner manual, a field checklist, and an orientation page.
The test that runs through every file
Which of the four layers the change actually moves. It is the argument in the deck, it becomes the wizard’s axes, it drives the model’s inputs, and it reappears as lines on the checklist. That is what makes 16 files a product rather than 16 documents.
The model resolves to one number you can negotiate with: The trough — how deep the dip runs, and when the new model passes the old. It ships blank and worked, and every input is a named cell rather than a figure buried inside a formula, so the number arrives with its assumptions attached rather than on its own authority.
Why a pricing model change is not a pricing decision
Raising a price moves revenue this quarter and can be reversed next quarter. Changing the model alters what a unit of your product is, when you are paid for it, who inside the customer signs, and what they are now free to stop buying. Each of those has a different owner inside your company, and none of them is the pricing team.
The two arguments arrive in the same paper and are rarely made by the same people. This pack puts both on the same page, and puts a number on the gap between them.
How to tell which layer you are moving
| The layer | What moves when it changes | The signal it is going wrong |
|---|---|---|
| The unit | The bill starts moving with something new. | The customer cannot forecast next year's bill from it. |
| The cash shape | The trough: a fraction booked now of what you used to book. | The cumulative gap approaches the facility, and no one has that on a monthly line. |
| The buyer | The sales motion, and the budget the signature comes from. | Deals stall above what the new buyer can approve alone. |
| The promise | Churn that did not exist. A sale becomes an annual re-decision. | The first real renewal cohort comes in below a projection no one had evidence for. |
What is in the Pricing Model Change Strategy Pack
- Foundations. The framework: the level change against the model change, the five moves, the four layers, the trough, and the volume bet the case usually rests on.
- Concept deck. Twenty-one slides for a leadership session, with the sourced cases and what they do not establish.
- Decision wizard. Eight scored questions returning the layers moved, the band, and either of the two halt conditions.
- Transition model. Ten periods against the counterfactual, resolving to the trough's depth, its duration, the cumulative cash it consumes, and whether the change crosses with the volume uplift set to zero.
- Strategies and tactics. The moves available for each layer, the move that clears each halt, and the cost of each one.
- Case studies. Nine sourced pricing changes read through the four layers, with what each case does and does not establish.
- Fit worksheet. The single page of record: the layers, the two halts, the trough, the compensation plan, who signed.
- Roadmap template. Five phases with gates and owners, the assumptions register, and the stop triggers.
- Practitioner manual. Running both models, the compensation plan, the contracts, the governance cadence, six failure modes and their leading indicators.
- Field checklist. The one-pager that survives outside the binder.
- About the package. What each file does and the order to run them.
Who the Pricing Model Change Strategy Pack is for
A chief executive or board weighing a move from perpetual to subscription, from seats to usage, or from a lump sum to an annuity; the CFO who has to fund the trough and has not yet been given its total; sales leadership who will discover the compensation problem first; the product team who has to make the new unit countable; and the investor testing whether a transition case is a pricing exercise or a growth bet. It is worth buying when a real decision is in front of you. It is not worth buying to read.
An honest note on fit
This is a kit for running a decision, not a research report and not a course. Worked examples use an explicitly fictional company with numbers tuned to teach rather than to flatter: in the worked case the subscription is priced well above what a legacy customer was worth per year, so converting the installed base looks excellent — and the change still does not cross without a volume uplift no one has measured. A reader who notices that the installed base was never the problem has the pack's central claim arriving as arithmetic rather than as an assertion.
One limit is stated on the page rather than worked around: pricing outcomes are attributed after the fact by people who were not indifferent about them, and no counterfactual exists for any of the nine cases — including for the companies themselves. The case set supports recognizing a mechanism. It cannot support a success rate, and the pack does not claim one.
This decision, in two minutes
Short videos on companies that faced it, built from the casebooks this pack draws on.
The free guide to this decision
How companies ran this decision, case by case, and the method the pack is built on. Read the guide →
Questions about the Pricing Model Change Strategy Pack
- Is this only about moving to subscription?
- No. The framework covers any change to the unit, the cash shape, the buyer, or the promise — seats to usage, a lump sum to an annuity, capital budget to operating budget, or a free tier being priced for the first time. The perpetual-to-subscription case is the one with the most public evidence, so it carries more of the worked material, and the model handles the general shape.
- What is the number the model produces?
- The trough, in three parts: depth, the worst single year against carrying on unchanged; duration, the years until the new model is ahead; and the cumulative gap, which is the cash the transition consumes and the figure most often missing from the paper. It also runs the whole thing again with the volume uplift set to zero, which is the test most business cases do not run.
- Are the case studies real companies?
- Yes. Nine sourced changes, dated, mapped to the layers each one moved, and each stating what its evidence does not establish. The worked model, wizard, and worksheet use an explicitly fictional company, labeled as such on every file, with numbers tuned to teach rather than to flatter.
- How long does it take to run?
- A leadership team can work through the deck and the wizard in one session. The model takes a working day to populate honestly, and the input that takes longest is the maintenance lapse rate, because it belongs to the counterfactual and no one usually tracks it.
- We have already announced the change. Is it too late?
- Not for most of it. The trough, the zero-uplift test, and the compensation plan are all still actionable after an announcement, and the parallel period, the stop triggers, and the failure-mode indicators are written for exactly that position. The one thing an announcement forecloses is the choice of pace, which is why sizing the trough first matters.
- Is this a subscription?
- No. It is a one-time purchase of a single-organization license, with no seat limit inside your organization and nothing to cancel.
- What is the Pricing Model Change Strategy Pack?
- The Pricing Model Change Strategy Pack is a decision-support kit for one question: What does changing how you charge cost before it starts paying? It contains 16 files — foundations, concept deck, decision wizard, transition model, strategies and tactics, case studies, fit worksheet, roadmap template, practitioner manual, field checklist, about the package — built around a single organizing test: which of the four layers the change actually moves. It is what a leadership team uses to run the decision and leave a record of what they assumed, rather than a report about the topic.
- Who is the Pricing Model Change Strategy Pack for?
- Anyone who has to make this call and answer for it: an operator or owner facing the decision, the executive team running it, the board or investor testing the reasoning, or an adviser who would otherwise build the framework from a blank page. It is worth buying when a real decision is in front of you. It is not worth buying to read.
- What is in the Pricing Model Change Strategy Pack?
- 16 files in Word, PDF, PowerPoint and Excel: Foundations (Word + PDF) — The framework: the level change against the model change, the five moves, the four layers, the trough, and the volume bet the case usually rests on. Concept deck (PowerPoint + PDF) — Twenty-one slides for a leadership session, with the sourced cases and what they do not establish. Decision wizard (Excel) — Eight scored questions returning the layers moved, the band, and either of the two halt conditions. Transition model (Excel, blank and worked) — Ten periods against the counterfactual, resolving to the trough's depth, its duration, the cumulative cash it consumes, and whether the change crosses with the volume uplift set to zero. Strategies and tactics (Word) — The moves available for each layer, the move that clears each halt, and the cost of each one. Case studies (Word) — Nine sourced pricing changes read through the four layers, with what each case does and does not establish. Fit worksheet (Word, blank and worked) — The single page of record: the layers, the two halts, the trough, the compensation plan, who signed. Roadmap template (Word) — Five phases with gates and owners, the assumptions register, and the stop triggers. Practitioner manual (Word + PDF) — Running both models, the compensation plan, the contracts, the governance cadence, six failure modes and their leading indicators. Field checklist (PDF) — The one-pager that survives outside the binder. About the package (PDF) — What each file does and the order to run them.
- What number does the Pricing Model Change Strategy Pack produce?
- The trough — how deep the dip runs, and when the new model passes the old. The model ships blank and worked, and every input is a named cell rather than a figure buried inside a formula, so the number you take into a room arrives with its assumptions attached and can be argued with rather than merely believed.
- How is the Pricing Model Change Strategy Pack delivered?
- As a single download of all 16 files, immediately after payment, with the same link sent by email. It can be downloaded 3 times and the link is valid for 30 days. There is nothing to install and no account to keep.