Pre-read: Customer-facing pricing artifact (v2). Pending (not in scope): D-004e (annual vs. monthly pricing), D-004f (discounting guardrails), and the 3-scenario revenue impact model.
Decision Log
| ID | Decision | Status |
|---|---|---|
| D-003b | Tier fences: Catalog Essentials / Commerce Professional / Commerce Enterprise | Stamped |
| D-003e | Portal decomposition: Buyer Self-Serve in T2, Sales Intelligence in T3 | Stamped |
| D-004a | Tier prices: T1 $749, T2 $1,295, T3 $2,295 | Stamped |
| D-004b | User expansion: step-declining $25/$22/$20/$18; included 15/25/50 | Stamped |
| D-004c | Brand pricing: tier-scaled $495/$895/$1,495; 1 included per tier | Stamped (v2) |
| D-004d | À la carte: Commerce $795, SI $995, Premium Support $495 (unpublished) | Stamped |
| D-004e | Annual vs. monthly pricing and prepay incentive | Pending |
| D-004f | Discounting authority and guardrails | Pending |
The Three Tiers
Each tier maps to a stage of digital selling maturity. The tier fence is the commercial question that triggers an upgrade.
| T1: Catalog Essentials | T2: Commerce Professional | T3: Commerce Enterprise | |
|---|---|---|---|
| Positioning | Browse | Buy + Serve | Optimize + Govern |
| For whom | Teams digitizing their catalog and equipping field reps | Teams ready to let buyers order online and self-serve | Teams running B2B commerce who need analytics to optimize |
| Fence question | — | "Do your buyers place orders and self-serve?" | "Do your managers need analytics and intelligence?" |
| Price | $749/mo | $1,295/mo | $2,295/mo |
| Included users | 15 | 25 | 50 |
| Included brands | 1 | 1 | 1 |
Portal decomposition (D-003e): Sales Portal capabilities split between T2 and T3. Order & Invoice Tracking completes T2's buy→track flow. Sales Intelligence is the T3 exclusive that triggers the upgrade.
Add-ons (available at any tier): Product Configurator ($195/mo), Interactive Catalogs ($195/mo), Payment Processing ($195/mo).
Tier Price Points
Two exercises converged: Exercise 1 — Install-Base Tier Mapping & Revealed WTP (104 active accounts mapped by module stack). Exercise 2 — Competitive Price Benchmarking (AmpTab, Pepperi, WizCommerce, RepZio; re-validated Feb 2026).
| Tier | Revealed WTP | Competitive Range | Stamped Price | vs. Current |
|---|---|---|---|---|
| T1 | $725 | $695–$795 | $749 | +$24 (+3%) |
| T2 | $1,414 | $1,195–$1,395 | $1,295 | -$20 (-2%) |
| T3 | $1,670 | $1,995–$2,495 | $2,295 | +$585 (+34%) |
All ratios within Good/Better/Best best practice (T2/T1: 1.5–2.0x, T3/T2: 1.5–2.5x, T3/T1: 2.5–3.5x).
- T1 at $749: Just above current book ($725). Online Catalog now included — was a $295 add-on.
- T2 at $1,295: Hero tier, priced for adoption. Below revealed median ($1,414). Most current T2-equivalent accounts pay less than today.
- T3 at $2,295: 23% below AmpTab Pro ($3,000). Median T3 impact: +$138/mo (+6%), offset by user savings from 25→50 included-user expansion.
| Team Size | AmpTab | SuperCat | Pepperi | RepZio |
|---|---|---|---|---|
| 15 users (T1) | $500 | $749 | $1,220 | $375 |
| 25 users (T2) | $1,000 | $1,295 | $3,450 | $925 |
| 50 users (T3) | $3,000 | $2,295 | $6,400+ | $1,550 |
User Expansion Pricing
| Tier | Included | Median Users | % Expanding | User MRR |
|---|---|---|---|---|
| T1 | 15 | 20 | 61% (37/61) | ~$21.5K/mo |
| T2 | 25 | 12 | 33% (3/9) | ~$1.1K/mo |
| T3 | 50 | 50 | 44% (15/34) | ~$6.5K/mo |
| Additional Users | Rate | Book Discount | Example |
|---|---|---|---|
| 1–10 | $25/user/mo | 0% | 5 excess = $125/mo |
| 11–25 | $22/user/mo | 12% | 20 excess = $470/mo |
| 26–50 | $20/user/mo | 20% | 40 excess = $880/mo |
| 51+ | $18/user/mo | 28% | 75 excess = $1,530/mo |
Graduated/marginal billing: Rates apply per-tranche (like tax brackets), not flat-rate-at-total. A customer with 30 excess users pays $250 + $330 + $100 = $680/mo (effective $22.67), NOT 30 × $20 = $600.
Competitive position: SuperCat's per-user rate ($25 book, declining to $18) is at or below RepZio ($25 flat) and 48–72% below the market average ($40–50).
Revenue Impact
| Component | Current | New | Delta |
|---|---|---|---|
| Platform MRR (tiers) | $113,945 | $135,374 (82%) | +$21,429 (+19%) |
| User MRR | $34,653 | $28,496 (17%) | -$6,157 (-18%) |
| Add-on MRR | — | $2,145 (1%) | — |
| Total MRR | $148,598 | $166,015 | +$17,417 (+11.7%) |
| Total ARR | $1,783,181 | $1,992,180 | +$208,999 |
Revenue mix shifts from 77/23 (platform/users) to 82/17 — healthier reliance on tier-based value capture.
| Bucket | Accounts | % | Assessment |
|---|---|---|---|
| Decrease | 22 | 21% | "You save money and get more" |
| Flat (0–10%) | 19 | 18% | No conversation needed |
| Modest (10–20%) | 24 | 23% | "6–8 new capabilities for $100–200/mo more" |
| Moderate (20–30%) | 17 | 16% | Requires value narrative; manageable |
| Significant (>30%) | 22 | 21% | Legacy discounts — migration sequencing |
62% of accounts see ≤20% increase. The 22 accounts with >30% increase are almost entirely T1 accounts with deep legacy discounts ($375–$450). These are migration-sequencing questions, not pricing problems.
Worst-case consolidation: If all 12 multi-instance entities consolidate, revenue still grows +9.4% vs current (vs +11.7% non-consolidated).
Install Base Tier Mapping
The distribution is a barbell (59/9/33), not the expected bell curve (20/60/20). This is the symptom of old per-module pricing — there was no structural middle tier.
T2 should become the majority tier through three sources: (1) T1 upgrades — ~19 accounts are behaviorally Commerce-Active but modularly T1. (2) New customers without an existing B2B site. (3) T3 right-sizing for Portal-but-no-Cart accounts.
| Revealed Median | Stamped Price | Delta | |
|---|---|---|---|
| T1 | $725 | $749 | +$24 (+3%) |
| T2 | $1,414 | $1,295 | -$119 (-8%) |
| T3 | $1,670 | $2,295 | +$625 (+37%) |
T2 is intentionally priced below WTP (hero tier). T3's uplift is justified by 8+ new capabilities and competitive headroom (AmpTab Pro at $3,000).
Brand Consolidation
12 of 86 entities (14%) operate multiple brands across 2–4 separate instances (30 accounts, 26% of MRR). Without multi-brand pricing, consolidation into a single instance would collapse revenue.
A brand on SuperCat is not a catalog add-on — it's a business unit that consumes full platform value (own catalog, own buyers, own orders, own reporting).
| Tier | Platform Price | Brand Rate | % of Tier |
|---|---|---|---|
| T1 | $749/mo | $495/mo | 66% |
| T2 | $1,295/mo | $895/mo | 69% |
| T3 | $2,295/mo | $1,495/mo | 65% |
1 brand included per tier (all tiers). Revised from 1/3/5 — avoids implicit giveaway at higher tiers.
| Scenario | Total MRR | vs Current |
|---|---|---|
| Non-consolidated (4 instances) | $10,688 | +17% |
| Consolidated (1 instance, 4 brands, T3) | $9,642 | +5% |
| v1 flawed (flat $295, 5 brands included) | $5,157 | -44% |
v2 protects revenue in both scenarios. Consolidation savings of 10% is a defensible benefit, not revenue-motivated arbitrage.
Discussion Topics
- Tier fences: Does the Browse → Buy+Serve → Optimize+Govern progression resonate with how we talk to prospects today?
- T2 as hero tier: Only 9 current accounts map to T2. Are we confident it will attract new logos and T1 upgrades?
- T3 support commitments: Priority SLA + dedicated CSM + EBR for up to 34 accounts. Capacity assessment needed (Workstream C).
- Migration narrative: 62% of accounts see ≤20% increase. What's the messaging for the 22 accounts with >30% increase?
- Brand definition enforcement: "A brand is a distinct catalog deployment with its own product catalog and buyer base." Does this hold up against edge cases?
- User expansion messaging: "Your first 15/25/50 users are included. As your team grows, additional users at declining rates." How does Sales feel about this vs. AmpTab unlimited?
Path Forward
| Workstream | Owner | Status | Key Remaining |
|---|---|---|---|
| A: Customer Validation | Pricing Lead + Sales | In Progress | 60-second test; concept testing (15–20 prospects) |
| B: Price Point Modeling | Pricing Lead + Finance | Near Complete | D-004e, D-004f, 3-scenario revenue model |
| C: Operational Readiness | Product/Eng | Not Started | Billing gap analysis; portal decomposition; feature gating |
| D: Migration Policy | Pricing Lead + CS | Not Started | Migration rules; risk scoring; brand enforcement playbook |
├── Workstream A: Customer Validation — concept testing with prospects
├── Workstream B: Price Points — D-004e, D-004f, revenue model ← YOU ARE HERE
├── Workstream C: Operational Readiness — billing, engineering, support capacity
├── Workstream D: Migration Policy — rules, risk scoring, communications
└── GATE: Strategy Lock — CEO reviews all inputs → approve / rework / pause
├── Concept testing feedback; finalize price card
├── Account-by-account migration mapping (104 accounts)
├── Revenue bridge: current ARR → projected ARR (3 scenarios)
└── GATE: Migration Readiness
├── Engineering: portal decomposition, billing config, brand enforcement
├── Sales enablement: pricing page, talk tracks, battle cards
└── GATE: Operational Readiness → CEO approves pilot
├── Pilot (4–8 weeks): 10–20 customers
├── Full rollout (8–16 weeks, phased by risk)
└── GATE: Full Rollout Complete
| # | Deliverable | Dependencies | Timeline |
|---|---|---|---|
| 1 | D-004e: Annual vs. monthly pricing | None | Next session |
| 2 | D-004f: Discounting guardrails | Informed by D-004e | Next session |
| 3 | Revenue model (3-scenario) | D-004e + D-004f | After D-004e/f |
| 4 | Workstream C kick-off | Tier fences stamped ✓ | Can start now |
| 5 | Workstream D kick-off | Price points stamped ✓ | Can start now |
| 6 | Concept testing (Workstream A) | v2 artifact ready ✓ | Ongoing |