Example 1 — SaaS Three-Tier Restructure
Situation: A B2B SaaS product has two plans: Free (0) and Pro ($49/month).
Free-to-Pro upgrade rate is 2.1%. The team's instinct is to lower Pro to $29.
This skill's process:
Cohort segmentation shows that 80% of Pro revenue comes from teams using 3+
seats. Single-seat users churn at 2× the rate of multi-seat users.
Pricing relativity check: two tiers provide no anchor. The jump from $0 to
$49 feels uncalibrated.
Proposed restructure: Starter ($29/mo, 1 seat, limited features), Pro
($49/mo, 5 seats, full features), Team ($99/mo, 15 seats + admin + API).
The Team tier anchors Pro as the obvious middle choice.
Penny gap bridge: add a 14-day full-feature trial before asking for payment.
Experiment 1: A/B test three-tier page vs. two-tier page. Primary metric:
upgrade rate from free. Expected signal: 3 weeks.
Reactive cut warning applied: Do not lower Pro to $29 until the restructure
test runs. Qualaroo's experience suggests price sensitivity may be lower
than assumed.
Expected outcome: The three-tier structure increases Pro upgrade rate. The
Team tier qualifies enterprise conversations the two-tier structure was not
having.
Example 2 — E-commerce Bundle Optimization
Situation: An e-commerce app sells meal-prep ingredients. Average order
value is $38. Free shipping is offered at $50. Cohort analysis shows that mid-
spenders ($100–$300/year) make up 60% of customers but only 28% of revenue.
High-spenders (>$300/year) make up 12% of customers and 54% of revenue.
This skill's process:
High-spender profile: acquired via recipe content channel, purchase 3+
items per order, use the "meal plan" feature, first purchase within 7 days
of signup.
Funnel pinch point: 45% of carts are abandoned at payment. Average
abandoned cart value is $33 — just below the free-shipping threshold.
Experiment 1: Surface a "add $12 more for free shipping" prompt in cart for
carts between $30–$48. Tests whether the threshold drives upsell without
requiring a price change. Primary metric: average order value for carts in
that range.
Experiment 2: Bundle top-3 co-purchased items (Jaccard co-purchase rate
>20%) as a "starter kit" at $42 — above free-shipping threshold. Tests
whether bundle reduces decision friction and drives first purchase above
threshold.
Personalization check: recommendations based on purchase history are low-
risk. Recommendations based on demographic inference (age, household
composition) require explicit data disclosure.
Expected outcome: Free-shipping threshold prompt increases average order
value for the $30–$48 cart bracket by 15–25%. Bundle reduces decision time
and improves conversion for new users.
