Halcyon
Technology
·
2025
Repricing and repositioning a B2B software scale-up
Halcyon had not changed its prices in four years. We rebuilt packaging and pricing around value and gave the sales team a story they could sell.
Revenue in three years
Average contract value
Discounting
01
The challenge
Halcyon came to us with a clear symptom and an unclear cause. Halcyon had not changed its prices in four years.
Leadership had tried incremental fixes for two years. Each one helped a little and none of them changed the trajectory. The board wanted a decision, not another report.
02
Our approach
We started with the evidence: customer data, unit economics and interviews with the people closest to the work. Within four weeks we had a fact base the whole leadership team agreed on.
From there we framed three real options, modelled the trade-offs and worked with the executive team until there was one clear, owned choice. A partner stayed in the room through implementation.
03
The outcome
The result: 2.4× revenue in three years, with +19% average contract value and −40% discounting.
More important than the numbers, the leadership team now runs the plan without us. We still meet every quarter to review progress against target.
Project details
Client
Halcyon
Industry
Technology
Practice
Growth & commercial
Duration
6 weeks
Year
2025
Lead partner
Marcus Reyes
Partner · Growth
How it unfolded
Three phases, one owner at every step.
Total engagement · 6 weeks
01
Weeks 1–3
Understand willingness to pay
Win-loss analysis and sixty customer interviews across three segments.
02
Weeks 4–7
Rebuild packaging and price
Three clear tiers, value-based price points and a discount policy sales could actually follow.
03
Weeks 8–10
Launch and coach
Sales enablement, a migration plan for existing customers and a monthly pricing review.
Client voice
We had talked about repricing for two years. They got us to a decision in six weeks, and revenue has more than doubled since. The best money we have spent.
Daniel Okafor
Founder & CEO, Halcyon
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