Portfolio Simplification & Transformation (Post-Acquisition)
How a $1B+ portfolio pivoted from upfront to recurring revenue and 740 SKUs were reduced to six, driving 10% ARR growth post-acquisition.
Redesigned monetization architecture around core-based metrics, consolidated offerings, and aligned cross-divisional revenue models. Introduced new approval and discounting systems that improved efficiency and delivered 25% bookings overachievement despite major workforce reductions.
Consumption-Based Pricing
How a new service-provider route to market achieved 400% revenue growth in 12 months through consumption-based pricing.
Designed flexible usage metrics, tiered discount structures, and a global GTM playbook that proved the scalability of consumption models and turned early traction into a repeatable growth engine.
Performance Governance
How a data-driven monetization governance system improved top-line performance by 7–10%.
Integrated bookings and pricing data to establish quarterly reviews, deal metrics, and governance cadence. Embedded accountability into monetization execution and made pricing performance a continuous operating rhythm.
AI Monetization Framework
How a division redefined pricing for its first AI capability, balancing token cost control, adoption, and differentiation in a commoditizing $11B market.
Developed a phased rollout model that tied AI features to premium tiers, enabling the fastest ideation-to-launch cycle in the division’s history. Established a scalable framework for future AI monetization and market signaling.
New Market Creation
How repackaging existing assets unlocked a $6.3B TAM with zero incremental engineering investment.
Repositioned technology for a new telco-cloud segment, validated nine core workloads, and closed a $33.5M deal within months; demonstrating how monetization strategy can expand markets across organizational boundaries.
Case Studies