Case Study: Keystone Strategy
Aligning Pricing with Value to Drive Profitability
The Challenge
Keystone’s legacy pricing model charged clients based on their size rather than service utilization, resulting in profit leaks and resource-intensive clients receiving disproportionate value. Some clients were paying below cost for high-touch services, while others were overpaying for minimal engagement.
The Solution
Ripplebay designed and implemented a tiered pricing model with four distinct service levels:
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Essential – Core services for agencies needing foundational support.
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Growth – Expanded reports and moderate customization.
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Performance – Data-driven insights and consulting.
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Premier – Unlimited audits, advanced analytics, and high-touch engagement.
The structure ensured higher-value clients paid for premium services, while smaller agencies retained access to essential offerings without overextending resources.
The Impact
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Achieved a sustainable 50%+ profit margin across all tiers.
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No revenue loss from existing clients during transition.
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Smoothed revenue predictability, reducing dependence on seasonal client activity.
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Increased perceived value, with agencies opting into higher tiers for advanced analytics.