Customer level analytics | June 2026

01

Existing customer base monetization

Increasing the success of price increases for existing customers.

From understanding past outcomes to setting customer targets and tracking results.

SoftwareCo

Flat price increases are a common mistake in B2B software.

The same ask leaves value on the table with some customers and pushes others too far.

Previous approach: uniform increases

10% requested from every customer.

RequestedAgreedARR reduction
—realized upliftARR weighted reductions included

Even a “yes” can leave money behind. Two customers accept 10%, although the illustrative pricing case supports 12%. Most others settle at 3–4%, two stay flat and two reduce their spend.

Reach the portfolio ambition through individual customer plans

Four steps from insight to execution

  1. 1

    Understand status quo

    Understand previous outcomes and current pricing differences.

  2. 2

    Assess customer base on timing and potential

    Identify who to approach, when, and with what ambition.

  3. 3

    Build targeted increase overview

    Turn the campaign ambition into customer negotiation plans.

  4. 4

    Build monitoring feature to track success

    Follow execution, outcomes, and the gap to target.

Source Campaign workflow illustrative customer base. Each button opens the corresponding report section. How we did this Evidence informs customer prioritization, individual targets and campaign monitoring. Reviewed account plans remain under RevOps control.