Pricing and packaging
2025
Norrbrook
New prices and plans for a B2B software company
Industry
Service
Company size
Length
We rebuilt Norrbrook’s plans and price book. Twelve months later net revenue retention is up from 96% to 127%.
127%
net revenue retention, up from 96%
−38%
fewer deals closed below list price
7 weeks
from first call to new price book
Norrbrook had added features for six years without touching its prices. Sales gave discounts on four deals out of five, and the biggest customers paid the least per seat.
We read 140 won and lost deals, interviewed 31 customers and tested three plan structures with the sales team before anything went live. The new price book has three plans, one add-on and two discount rules.
Net revenue retention went from 96% to 127% in a year. Average discount fell from 22% to 9%, and the sales team now closes most deals at list price.
They didn’t hand us a deck and leave. They sat in our pipeline meetings until the new prices stuck.
Johanna Ekberg
CEO, Norrbrook
More work
Two more projects, with the numbers our clients agreed to share.
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