Step 1: Understand the Product

Profit.co – OKR (Objectives & Key Results) Module

Key Features:

Problem It Solves:

“Lack of strategic alignment and accountability in goal setting.”

Step 2: Define and Segment ICPs (Ideal Customer Profiles)

ICP Segmentation Table

Why We Are Segmenting:

• Different industries/org sizes have unique OKR needs and adoption curves.
• Helps identify who are power users, and where engagement + retention are high.
• Clarifies where willingness to pay can be maximized.

Monetization litmus test

(Conduct the litmus test for your product)

1. Retention Graph
2. Depth of Engagement
3. Willingness to Pay

1: Retention Graph

OKR tools are strategic adoption platforms, often tied to quarterly rhythms. Let's analyze:

🔄 Cohort Retention Patterns

Interpretation: The curve drops initially but then stabilizes or picks up. This is a smile-shaped retention curve, common in quarterly SaaS tools like OKRs.

✅ Passes the retention criteria.

2: Depth of Engagement

Let’s assume depth based on behavior of B2B SaaS OKR tools adopted in mid-market and enterprise orgs.

Engagement Metrics

High Engagement Users:

• ~35–40% of users use 3+ core features regularly
• High adoption seen during quarterly planning, mid-quarter reviews, and end-quarter reflections
• Multiple departments (HR, Product, Leadership) collaborate on OKRs

Core + Power Users = ~55% of total MAUs

✅ Passes the depth of engagement test

3: Willingness to Pay

Assuming based on the pricing landscape and competitive data from tools like Ally.io, WorkBoard, Quantive, and Lattice:

Customer Insights:

• Mid-market & enterprise buyers associate OKRs with strategic transformation → high perceived value.
• Budgets allocated to OKRs are typically $6–$15/user/month, sometimes higher for enterprise analytics or integrations.
• Many customers upsell into Performance Management (PMS) and PPM, showing growing commitment.
• Stakeholders like HR, Strategy Heads, and Product Leaders drive purchases, indicating budget availability.

Pricing Sensitivity Signals:

• Startups show low willingness to pay (> $5/user/month is friction)
• SMBs are price-sensitive but willing to buy bundles
• Enterprise buyers seek integrations, support, analytics, and will pay premium pricing if ROI is clear

✅ Passes willingness to pay test for qualified ICPs (mid-market + enterprise)

Verdict: Product has passed the Monetization Litmus Test

Profit.co’s OKR module demonstrates:

• Smile-shaped retention
• Strong engagement across key features
• Proven willingness to pay from ICPs

If your product is already monetizing

Skip the litmus test and create at least 3 experiments for free to paid conversion and cross-selling and up-selling

Experiment 1: “Time to First Value” Milestone Trigger (Free to Paid)

Goal: Increase free-to-paid conversion by showing value at the right moment.

Hypothesis: If users hit a key milestone (like creating 3 OKRs and doing 1 weekly check-in), they’ve experienced enough value and are more likely to pay when prompted.

Execution:

• Define "Time to First Value" (TTFV): e.g., Created 3 OKRs + 1 Check-in + Shared with 1 team member
• Trigger in-app modal + email prompting upgrade with benefits like unlimited OKRs, reporting, strategy map.
• Offer limited-time discount or bonus feature (e.g., 30% off for 3 months or access to Strategy Dashboard)

Success Metrics:

• Conversion rate from free to paid
• TTFV-to-paid conversion % vs control
• Activation-to-conversion time

✅ Expected Outcome: Target users who’ve realized product value and convert at 2x the normal rate.

Experiment 2: “Goal Alignment Heatmap” Tease (Cross-Sell to Strategy, PMS)

Goal: Cross-sell Strategy Execution or Performance Management suite.

Hypothesis: Users who use OKRs will want visibility into alignment, accountability, and people impact if they see what they’re missing.

Execution:

• In OKR dashboard, insert a greyed-out “Goal Alignment Heatmap” or “People Performance Overlay” module.
• Clicking opens a teaser modal:
• • Visual of alignment map, manager insights, or individual performance trends
  • CTA: “Unlock in Strategy+ or PMS suite – Try for Free”
• 7-day free trial with no credit card required

Success Metrics:

• CTR on teaser
• Trial signups for Strategy/PMS
• Conversion from trial to paid

✅ Expected Outcome: Drive awareness and interest in Strategy + PMS modules, especially for mid-market orgs.

Experiment 3: Usage-Based Upsell (Tier Nudging)

Goal: Upsell teams who’ve outgrown their current plan.

Hypothesis: Usage-based nudges are more likely to trigger a plan upgrade when tied to a real limit being hit.

Execution:

• Monitor thresholds like:
• • Team size > plan limit
  • More than 5 OKRs per user
  • Dashboard/report limits reached
• Trigger friendly nudges: “Looks like your team is growing! Upgrade now for unlimited goals + team analytics.”
• Add “Compare plans” inline UI

Success Metrics:

• % of users hitting limits
• Upgrade conversion rate post-nudge
• Monthly revenue lift from tier upgrades

✅ Expected Outcome: Push growing teams to move into premium tiers based on real usage, not just static feature gates.

Substitute Pricing

Work on the following aspects:

1. What are your customers paying for?
2. How does your product stand out?
3. How do you position your product?

1) What Are Your Customers Paying For?

They are not paying just for “OKR tracking software” — they are paying for clarity, alignment, and accountability.

2) How Does Profit.co Stand Out vs. Substitutes?

Profit.co = Where Strategy Lives, Not Dies in a Deck.

3) How Should You Position Profit.co?

Positioning Statement:

“Profit.co is a comprehensive strategy execution platform that transforms how organizations align goals, drive accountability, and track execution at scale — combining the discipline of OKRs with the flexibility of real-world operations.”

Positioning Strategy (Compared to Substitutes):

Price for Strategic Value, Not Tactical Usage.
Users should feel they’re investing in execution clarity, organizational performance, and cultural alignment — not just a tool to track KRs.

Substitute Pricing Table for Profit.co

Monetization design

Add an introduction for monetization connecting it to your Litmus Test and User Insights)

After running our Litmus Test and studying key User Insights, it’s clear that users derive tangible value when they engage in top value actions: e.g., completing OKRs, reviewing strategy, running 1:1 meetings, giving feedback, etc.. These activities are not just correlated with engagement—they are predictive of success and satisfaction.

To build a sustainable business model, it’s essential to align our monetization strategy with the value users receive. Rather than enforcing a one-size-fits-all pricing plan, we anchor our approach on user behavior, engagement depth, and value realization—this is where RFM analysis becomes key.

Who to charge?

(Conduct an RFM Analysis and identify the users that you are monetizing and think about why them and not others?)

RFM Analysis Summary (Recency, Frequency, Monetary)

We used RFM modeling to categorize users into behavior-based segments. Here's a snapshot of how we approached it:

Segments to Monetize

Segments Not to Monetize (Yet)

We should monetize based on value extracted, not just access. By targeting high RFM users like Champions and Loyalists, we ensure:

• High revenue with low churn
• Better customer satisfaction
• Stronger upgrade journeys for mid-tier users

When to charge?

(Calculate the Aha Moments and Happy Moments and the Perceived Value attached thereon, try to plot Perceived Value and Perceive Price on a graph )

Step 1: Identify What Determines Value for Your Product

Ask: “What job is the user hiring your product to do?”

In Profit.co’s case, functional and financial value dominate, while personal/social come in depending on the user’s role.

Step 2: Competitor Benchmarking

Key Levers to Differentiate: Breadth of modules, configurability, ease of rollout, value at scale

Step 3: Quantify Value

Use this in value-based pricing messaging: “Save X hours or Y dollars by using Profit.co”

Step 4: Map Perceived Value Along the User Journey

Peak perceived value is when they’ve used the product, seen outcomes, and want more power (e.g., reports, automation, analytics, integrations).

Here’s a tailored breakdown of Aha Moments, Happy Moments, and Perceived Value vs. Perceived Price

Aha Moment (Day ~15): First Review Done

This is when users experience the core promise of Profit.co: structured, measurable performance review.

• Triggered by: Completing a review cycle and seeing review outcomes, insights, or analytics.
• Perceived Value: Jumps significantly (score 7/10) as users realize the tool's potential.
• Impact: Users understand how OKRs + reviews create alignment and visibility—critical for product stickiness.

Happy Moment (Day ~30): Trial Ends

By now, users:

• Have done multiple check-ins
• Shared feedback
• Completed team reviews
• Engaged in weekly meetings via the platform
• Perceived Value: Climbs to 8/10
• Perceived Price Visibility: High (they now know what the platform costs)
• Decision-making point: If value > price, they convert.

Graph Insights: Perceived Value vs. Perceived Price

• Days 0–15: Perceived value grows steadily with onboarding milestones (e.g., first OKR, goal setting).
• Day 15 (Aha Moment): Value spikes as the user completes their first major workflow.
• Day 21: Price is introduced (usage limit or paywall). There's a minor dip in perceived value if paywall hits prematurely.
• Day 30 (Happy Moment): Value rises again as users experience the full workflow; emotional commitment builds.
• Post Day 30: Long-term value is tied to team-level outcomes and automation—10/10 perceived value if ROI becomes visible.

Tailored Steps for Profit.co to Reinforce Value Before Paywall:

What to charge for?

(Identify what you're charging for- the core value and the currency for the product)

Step 1: Revisit the Core Value Proposition

Profit.co provides an end-to-end Performance Management and Execution Platform, helping orgs with:

• Strategic performance via OKRs, BSC, strategy frameworks
• People performance via PMS, goals, reviews, feedback
• Program performance via PPM, tasks, and execution
• Engagement through surveys, meetings, recognitions

Core value: Aligning goals → tracking progress → enabling accountability → driving organizational performance.

Step 2: Identify the Best Charging Model(s)

Let’s analyze Profit.co’s modules through the 4 pricing lenses:

Step 3: Suggested Charging “Currencies”

Insight: Don’t just charge for features—charge where the value is felt the most.

For Profit.co, that value appears at:

• Org-level OKR alignment
• Seamless review + feedback workflows
• AI-assisted productivity (auto-summary, nudges)
• Actionable insights at team/department level

✅ Final Charging Model Suggestion for Profit.co:

How much to charge?

(Do your own math and build 2-3 different pricing strategies and maximize your revenue)

Key Assumptions

Before crunching numbers, here’s the base:

Strategy 1: Value-Based Time Saving Pricing (for AI & OKRs)

Charge based on time saved per user per month due to automation, AI nudges, simplified check-ins & faster reviews.

Revenue Potential (Annual)

Strategy 2: Feature-Based Access + Output Pricing

Charge for base access + per-unit usage for high-value modules (like AI summaries, nudges, goal cloning, auto check-ins, etc.)

Revenue Simulation – Mid-Market Company (500 users)

Strategy 3: Shareability + Add-on Model (Virality Focused)

Charge for:

• Core platform (OKRs + Tasks)
• Engagement add-ons (Recognitions, Surveys, Meetings)
• Org-wide Shareability (Department folders, Shared dashboards)

💰Revenue Estimation – Growth Plan

🔮 Comparative Summary of All 3 Pricing Strategies

​Analyzing Profit.co's current pricing page, here are recommendations to enhance its effectiveness:​

1. Discovery Redesign

Today’s state: The pricing page is accessible via the top nav → good, but passive. Users aren’t always arriving with the intent to buy, so discovery must feel contextual.

What can be done:

Result: Users encounter pricing when value is fresh in their mind — not before.

2. Pricing Page UX Redesign

Let’s now redesign the page from scratch based on psychology, trust, and clarity.

Page Structure Proposal

1. Hero Section
2. • Clean headline: “Simple plans for powerful execution.”
   • Subheading: “Start for free. Upgrade when your team scales.”
   • CTA buttons: “Start Free” | “Talk to Sales”
3. Pricing Tiers with Anchoring

   Plan	For Whom	Monthly Price	Key CTA
   Starter	1–10 users / Individuals	$6/user	“Start Free”
   Growth (highlighted)	Scaling Teams (25–200 users)	$12/user	“Get Started”
   Enterprise	200+ users, custom needs	Custom	“Talk to Sales”

4. Feature Comparison Table
5. • Tabs for: OKRs | PMS | PPM | Strategy
   • Expandable rows for clarity (avoid overwhelming)
6. Social Proof Section
7. • Logos of top customers (e.g., [Client A], [Client B])
   • Quotes: “We aligned our org in <30 days with Profit.co.”
8. Ownership Effect Section
9. • “Try it Free for 30 Days - No Card Needed”
   • Showcase screenshots of what users “own” once signed up
10. Bundle/Surrounding Value Section
11. • “Make it a bundle” — show how PMS + OKR + Strategy = 30% off
    • Use iconography and short blurbs
12. Trust & Support Signals
13. • 24/7 Chat, ISO certifications, Data encryption, etc.
    • “Request Custom Demo” form at bottom

Result: Feels personalized, premium, and de-risked.

3️. Reasoning Behind the Redesign