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03 · Revenue & Commercial Architecture

What is revenue and commercial architecture?

Revenue and commercial architecture is the design of how your business earns: what you charge for, how it is packaged, what it costs to serve, and where margin accumulates as volume grows. Most growth problems that look like sales problems are architecture problems — a price that punishes your best customers, a package nobody can explain, or unit economics that quietly worsen with every new logo.

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Outcomes

What you walk away with

Defined before the engagement starts, so success is not a matter of opinion at the end of it.
  • Pricing and packaging tied to the value the customer receives
  • Unit economics that improve — not erode — with scale
  • A margin model your finance and sales teams share
  • Fewer bespoke deals, faster cycles, cleaner renewals

Deliverables

What gets produced

Working artefacts your team keeps and uses — not a slide library that closes after the readout.

  • Pricing and packaging

    Tiers, metrics and thresholds designed around value delivered rather than internal cost lines.

  • Unit economics model

    Cost to acquire, cost to serve and contribution margin, modelled at the volumes you are planning for.

  • Commercial policy

    Discounting authority, deal desk rules and contract standards that stop margin leaking one exception at a time.

  • Monetisation roadmap

    The sequence for introducing new revenue lines without destabilising the existing base.

Process

How the engagement runs

A defined sequence with decision points, so you always know what happens next and what it depends on.

  1. 01

    Deconstruct

    We take the current model apart: what is actually charged, discounted, delivered and renewed.

  2. 02

    Redesign

    Value metric, tiers and policy are rebuilt and stress-tested against your real deal history.

  3. 03

    Migrate

    A migration path for existing customers that protects revenue and relationships through the change.

The AI layer

What changes in this service now that AI is load-bearing rather than experimental.

  • Deal and margin analysis across the full contract base rather than a sample
  • Price sensitivity and scenario testing before changes reach customers
  • Pricing designs for AI-delivered value, including consumption and outcome models

Who this is for

  • Scale-ups where every deal is negotiated from scratch
  • Businesses whose margin falls as revenue rises
  • Enterprise teams monetising data or platform assets
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Related services

Constraints rarely sit in one place. These are the services most often paired with this one.

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