SaaSPositioningPipeline
Growth · Strategy and pricing
Growth strategy
Decide where to play, how to win and what to charge, with the evidence behind each call. Then we stay until it shows in your win rate and deal size.
Who it is for: Founders and leadership teams of B2B, IT and AI services, SaaS, fintech and Web3 firms planning their next stage of growth, a repositioning or a pricing change.
- Typical length
- Six to twelve weeks
- Start with
- AI and Growth Diagnostic
The problem
Most growing companies grow where they happen to be, not where the value is. They price on instinct, discount to close, and describe themselves in the same words as the bigger names their buyers also talk to.
Price is the strongest lever most of them never pull. McKinsey's analysis of large companies found that a 1% price rise, with volume holding, lifts operating profit by about 8% (McKinsey). In a Bain survey of more than 1,700 B2B companies, about 85% said their pricing decisions could be better (Bain).
What you get
- A segment model: where the value is, and which customers to win first
- An ideal customer profile your sales and marketing teams both use
- Positioning that stands up next to the bigger names your buyers also talk to
- Prices and packages built on what buyers will pay: interviews, your deal data and, where it fits, pricing research such as conjoint
- Discount rules your sales team can follow
- A roadmap with owners, and the measures that show it working: win rate, deal size and time to close
How it works
- Weeks 1 to 2
Diagnose
Your numbers, deals won and lost, and interviews with your leaders and sales team.
- Weeks 2 to 5
Research
Buyer and customer interviews, competitors and what buyers will pay.
- Weeks 5 to 8
Decide
Segments, positioning, prices and packages, agreed with your leadership.
- From week 8
Put it to work
Sales materials, the website, CRM fields and the first deals, measured against a starting point.
Pipeline measures are agreed at the start. Positioning and pricing show early. Pipeline follows your sales cycle.
Is it right for you?
Right for you if
- Growth has slowed, or comes from scattered deals with no pattern
- Bigger competitors keep winning deals you should win
- Your prices were set years ago, or discounts keep growing
- You are planning a raise, a new segment or a new product line
Not the right fit if
- You want a new logo or brand identity
- You need more leads next month: see Revenue engine
Related work
Proof
Positioning against Amazon Q, Microsoft Copilot, Google Vertex and the big consulting firms, with pricing built for how enterprises buy, took an enterprise AI startup to $2.4M in booked annual recurring revenue and a $10.5M qualified pipeline in 15 months, with a team of four. TOYOW launched tokenized real-world assets nationally and reached 250,000 users in its first three months.
Led by our team before Burraq Quantum was formed.
How we work
- Evidence, not opinion: every decision comes with the interviews and numbers behind it.
- The people who decide, interview: the team making the recommendations talks to your buyers itself.
- Strategy to the first deals: we stay through the sales materials, the website and the first deals, so the strategy shows up in revenue.
- Priced for the markets you sell in: AED, SAR or INR, local procurement habits, and how government and enterprise buyers expect to be priced.
By sector and city
Mumbai
- FintechSegments, positioning and pricing for Mumbai fintech companies selling to banks, merchants and users, built with compliance in the room.
Questions
Asked about this service
What is a growth strategy?
The few decisions that shape how a company grows: which markets and customers to focus on, how to position against the alternatives, and how to price and package what you sell. Everything else, from the sales plan to the marketing budget, follows from them.
What do we get at the end?
A segment model, an ideal customer profile, your positioning, prices and packages with discount rules, and a roadmap with owners and measures. Then the sales materials and first deals, built with your team.
How long does it take, and how much of our team's time?
Usually six to twelve weeks. Your leadership joins a few working sessions and the final decisions; your sales team gives interviews and deal data.
How do you choose our best segments?
From your own won and lost deals, interviews with buyers and customers, and market data. The aim is the customers who buy fastest, pay best and stay longest.
How do we position against much bigger competitors?
By owning the ground they cannot: a sharper focus, proof in your buyers' own terms, and a reason to choose you that is not price. A price war is the one fight a challenger cannot win.
How is pricing research done?
With a mix suited to your market: interviews on what buyers would pay, your deal and discount data, and, where it fits, structured research such as conjoint analysis.
Can we raise prices without losing customers?
Usually, if the change follows the value customers get and is rolled out with care: new prices for new customers first, clear notice and a reason for existing ones.
Should we price per seat, by usage or by outcome?
It depends on how your customers get value and how they budget. We test the options against your customers and your deal data before you commit.
How is success measured?
Win rate, average deal size, time to close and margin, against a starting point agreed at the beginning.
Start here
Start witha straightanswer.
A 30-minute call to see whether we can really move your numbers. You leave with a clear next step, even if we never work together.
