Pricing isn’t a decision. It’s a capability.
Challenge
Katana is a leader in inventory management software for direct-to-consumer manufacturing. In 2023, their customers generated over $2B in sales, backed by an exceptional 4.8/5 customer rating. By enabling small, local manufacturers to sell directly to end customers, Katana drives both business growth and community wealth creation.
The gap
Despite strong adoption, Katana’s pricing was not keeping pace with the value delivered. Most customers were concentrated in just two of four tiers, limiting upsell potential. The model was complex, slowing expansion revenue and adoption. Premium capabilities, built from double-digit million annual product investments, were under-monetized.
Discounting lacked structure, risking inconsistent customer experience and revenue loss.
What’s actually breaking
Within months of launch, Katana saw measurable, transformative results. The result: missed monetization opportunities and a pricing experience that created unnecessary friction for buyers.
- +30% MRR uplift at pricing launch
- +50% increase in LTV
- Stronger upsell motion and improved retention across key segments
Where it shows up
Despite strong adoption, Katana’s pricing was not keeping pace with the value delivered. Most customers were concentrated in just two of four tiers, limiting upsell potential. The model was complex, slowing expansion revenue and adoption. Premium capabilities, built from double-digit million annual product investments, were under-monetized.
Discounting lacked structure, risking inconsistent customer experience and revenue loss.
Katana is a leader in inventory management software for direct-to-consumer manufacturing. In 2023, their customers generated over $2B in sales, backed by an exceptional 4.8/5 customer rating. By enabling small, local manufacturers to sell directly to end customers, Katana drives both business growth and community wealth creation.
The real bottleneck
Despite strong adoption, Katana’s pricing was not keeping pace with the value delivered. Most customers were concentrated in just two of four tiers, limiting upsell potential. The model was complex, slowing expansion revenue and adoption. Premium capabilities, built from double-digit million annual product investments, were under-monetized.
Discounting lacked structure, risking inconsistent customer experience and revenue loss.
Katana is a leader in inventory management software for.
"Being able to track usage from a telemetry point of view and then have that feed to an accurate billing & invoicing model, that's a super, super difficult piece for you to orient your existing subscription system into," Saagar said.
What leading teams do
Despite strong adoption, Katana’s pricing was not keeping pace with the value delivered. Most customers were concentrated in just two of four tiers, limiting upsell potential. The model was complex, slowing expansion revenue and adoption. Premium capabilities, built from double-digit million annual product investments, were under-monetized.
Discounting lacked structure, risking inconsistent customer experience and revenue loss.