My B2B pricing model did a 180 after one customer call

For two years I charged flat monthly rates for our CRM onboarding work in Austin. Then a prospect told me they only needed 10 hours a month but wanted a full data migration, so the flat rate made no sense to them. That one call pushed me to switch to usage-based pricing, and our next 3 deals closed 40% faster. Has anyone else moved away from flat fees and seen a bigger shift in who signs?

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