Uplift. Measured.
EBITDA uplift from pricing, packaging and go-to-market, for businesses of $20M to $500M revenue, measured in your own billing file.
At $80M of revenue the gap is typically $0.8M to $2.4M a year.
Pricing. Power.
Within two years your customers' AI buying agents will know your floor.
Price dispersion that survived on friction will not survive that.
In plain terms: different customers pay you different prices for the same thing today, and much of your margin lives in that spread. Once their software can see every price you have ever given, every deal moves to your lowest one. What you keep is pricing power: a price you can defend on value, measured in your own billing file.
Four steps. Each ends in a board decision.
Bought in sequence or alone. The first three are projects; the fourth is the subscription that keeps the gains from leaking back.
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Diagnose
Outside-in market, inside-out billing file. Uplift sized by lever in EBITDA dollars, with a go or no-go per lever. Under 2% of revenue reachable, it stops here.
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Design
Packaging, price metric and levels, guardrails. Designed together on evidence, with the installed-base migration and its churn risk modelled before anything goes live.
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Roll out
Deal desk rules, renewal and escalator playbook, CPQ and billing configuration. The measurement window opens on the first live price action.
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Monitor
A monthly billing extract in, a drift report out. Measured uplift against the baseline, leakage by cause, and a quarterly 45-minute CFO review.
What the CFO sees every month.
Step four, every month. A billing extract goes in on the first working day and this comes back: realisation against approved price, leakage by cause, escalator capture, and the measured uplift against the frozen baseline.
- Realised against approved price97.2%+1.1 pts against the baseline
- Escalator capture at renewal71%+23 pts against the baseline
- Discount drift, last three months+0.6 ptsTwo reps above authority, flagged
- Measured uplift, run-rate$1.9MYear one, price effect only
View the numbers
Every figure in a real report is reproducible by your finance team from the same extract.
Agreed before the work starts.
Every pricing programme claims a result. This one writes down how the result will be measured, in your finance team's own data, before a fee is quoted.
- Outcome fee
- Capped, paid quarterly in arrears on measured uplift, and only on the levers you choose to implement. A paid base always sits under it.
- Who computes it
- The Monitor, monthly. Your finance team can rerun it from the same extract.
- Baseline
- Frozen at signature: the trailing twelve months at customer, SKU and month grain.
- Window
- Twelve months from the first live price action.
- What counts
- Price effect only, from a price-volume-mix decomposition of the billing file, plus escalator capture and migration mix on existing customers.
- Excluded
- Volume, new logos, FX, cost moves, acquisitions.
Evidence.
Case studies from past engagements, anonymised: what the billing file showed, what was decided, and what it was worth.
Who pays, and who signs it off.
Founders, owners and CFOs of $20M to $500M companies
A senior pricing function on demand, with the measurement that makes the spend defensible to the board.
Strategics with a pricing team
The Monitor alone, as the independent measurement layer behind the team's own work.
Private equity sponsors
One offer across the portfolio. The sponsor recommends, the company contracts and pays, and the operating partner sees realisation across companies in one view.
Matthew Birtch, founder
Why I started Measured Pricing.
Ex senior partner. Pricing, packaging and go-to-market, judged on EBITDA uplift.
Twenty-five years on the commercial side of companies and deals, and more than a hundred pricing and packaging projects, most recently as a senior partner at one of the global pricing firms. I left to found Measured Pricing because the work can now be done better: senior judgement on every decision, autonomous agents doing the analysis that used to take a team a quarter, and the result measured in the client's own billing file instead of claimed in a closing deck.
After a hundred of these, the patterns are clear from the first look at a billing file: which leaks are there, roughly what they are worth, and which levers will hold once the sales team is back under pressure. That pattern recognition is what you are buying. The agents do the counting.
This is the work I like best, and the only work the firm does. Every engagement has me on it from the first call to the last report, with a set of agents built for pricing work running on your billing and CRM data. The diagnostic takes weeks, not a quarter.
MSc Finance, Cranfield. MBA, GIBS, where I also lectured in strategy.
Start with an email.
Bring a billing export or just the question. The first conversation is about whether there is enough to pursue, and if there is not, that is the answer.