Context
Katana enabled over $2B in customer revenue through its inventory management platform in 2023, achieving a 4.8/5 customer rating and establishing itself as a leader in manufacturing SaaS. With a fast-growing customer base and backing from Northzone, Atomico, and 42Cap, Katana set out to evolve its packaging and pricing strategy to better capture the value it delivers.
Challenge
During our collaboration, we identified several misalignments in Katana’s existing pricing structure. Most customers were concentrated in two pricing tiers, limiting upsell opportunities. The complexity of the model hindered expansion, adoption, and user experience. Key segments were under-monetized compared to the value delivered, and discounting lacked clear guidelines for strategic deals — constraining monetization and slowing efficient revenue scaling.
Solution
Northlane partnered with Katana to develop a future-proof packaging and pricing structure focused on clarity, differentiation, and sustainable growth. Together, we optimized packaging to accelerate sales and retention, refined the pricing model to align with value and target segments, and adjusted price levels to reflect value and willingness-to-pay. The result was a streamlined and scalable structure that empowered Katana’s teams to sell, communicate, and capture value more effectively.
Results
- +30% increase in MRR at pricing launch
- +50% enhancement in Lifetime Value (LTV)
- Positioned for continued growth, empowering manufacturing SMBs globally
