Sales Teams
Your reps are the ones who hear "that's too expensive" on a call. They're the ones who discount to close, escalate to get approval, and lose deals they can't explain afterward. Most of the time, the problem isn't the rep — it's the pricing architecture they're selling from.
SPP's pricing experts work directly with sales leadership to build a pricing structure your team can sell with confidence. When packaging maps to the problems buyers already recognize, and every tier has a clear value story, the pricing conversation shifts from defense to differentiation.
Chris Mele — CEO, Software Pricing Partners
Ranked #1 on OpenView's list of B2B SaaS pricing experts. Former B2B software CEO — built a venture-backed company ($13M raised) recognized as an Intuit Top 10 Developer and voted the #1 business management solution by Kitchen & Bath Business Magazine. Business of Software keynote speaker.
Hired SPP as a client in 2008. Joined the firm in 2013 and built LevelSetter from the problems he'd lived firsthand.
What sales teams get from an SPP engagement
A pricing architecture reps can explain in one sentence
If your rep can't articulate why a prospect should buy the mid-tier instead of the entry tier, the packaging is wrong — not the rep. Our experts redesign packaging so the value difference between tiers is visible to the buyer, not buried in a feature matrix nobody reads.
Discount governance that protects margin without killing deal velocity
Ad-hoc discounting leaks revenue. Rigid approval chains stall deals. SPP builds structured guardrails — configurable policies, escalation workflows, and real-time visibility into net price realization across the pipeline. Sales leadership sees what's happening before the quarter ends, not after.
Win/loss intelligence that changes how you compete
Most sales teams know they lost on price. They rarely know whether they lost because the price was wrong, the packaging didn't fit the buyer's use case, or the value metric penalized the customer group that prospect belonged to. SPP's experts analyze your actual deal data to surface which of those it was — and fix the architecture so it stops happening.
BDNA: From pushback to 264% of plan.
A top-performing rep resisted the new pricing — then finished the year at 264% of plan. What changed wasn't the rep. It was the architecture behind every deal.