Context
Aiven is a leading cloud data platform that helps companies manage open-source data infrastructure at scale. As the company continued to expand its enterprise offering, it became increasingly important to differentiate the value of its platform from the value of its managed services and to reflect true cloud unit economics in its pricing and packaging model.
Challenge
Before partnering with Northlane, Aiven faced challenges with how its pricing and packaging were perceived by customers. The previous enterprise packaging structure bundled multiple capabilities together, creating confusion and a sense that customers were paying for features they didn’t need. The company wanted to move away from this “one-size-fits-all” approach and toward a more transparent and value-based structure that better aligned with customer needs and usage.
Approach
Northlane collaborated closely with Aiven’s leadership and product teams to define a clear separation between platform value and service value. The process involved deep dives into customer feedback, cost structure analysis, and market positioning to ensure pricing accurately reflected the value delivered and the underlying unit economics of cloud resources. The engagement was highly collaborative, with Northlane acting as a strategic thought partner while Aiven maintained ownership of key decisions.
Impact
The collaboration helped Aiven address long-standing pricing challenges and unlock a more strategic view of monetization. The new model allows the company to differentiate its core platform from managed services, improve transparency for customers, and better align pricing with actual resource consumption. This has created a foundation for sustainable growth and stronger customer trust.
Why Northlane
Aiven appreciated Northlane’s ability to combine analytical depth with strategic perspective, and their smooth, collaborative working style. The engagement felt natural and aligned, enabling open and honest discussion throughout the process. Northlane’s expertise helped Aiven move faster and reach clearer conclusions, supporting a pricing model that reflects both business goals and customer value.
