How Pave turned complex pricing into record Net Dollar Retention with MonetizeNow

“A year ago, if there were issues with our CPQ, I had to work; no ifs, ands, or buts. With MonetizeNow, I went on my honeymoon and was never consulted once. My team made pricing and packaging changes on their own. That is a massive change in confidence and management. It’s the backend simplicity that makes the biggest difference.”

- Matt Pike, RevOps Manager at Pave

Their Ambitions:

Who they are: Pave is a leading compensation technology platform. Their RevOps team focuses on enabling sales efficiency and ensuring their technology stack supports their rapid growth and upmarket expansion.

The growth story: Pave’s primary ambition was simplicity. They sought to move away from an overcomplicated pricing and packaging structure that had become a burden for the team to manage. Their goal was to transition to a system that was flexible yet simple enough for team members to operate independently, without relying on a single administrator to manage the code-based complexity.

Their Challenge:

The obstacle: Pave was relying on a legacy, coding-first CPQ provider that created a steep barrier to entry. The system was highly configurable to a fault, allowing for unnecessary levels of customization where standard templates should have existed. This complexity meant that simple structural changes, such as adjusting how contract start dates were selected, required up to three weeks of testing and back-and-forth with their previous provider to implement.

The Pain: The operational friction was significant.

• Sales Bottlenecks: Reps lacked confidence in generating quotes, requiring the RevOps team to "ride shotgun" on quote creation, causing delays.
• Executive Friction: The VP of Sales could not review or sign approvals from his phone while traveling to important customers.
• Integration Gaps: The lack of a DocuSign integration caused friction with upmarket clients who expected a seamless signing experience.
• Revenue Risk: The friction at the end of deal cycles was becoming a blocker, confusing customers and slowing down revenue capture.

The stakes: The previous system forced Matt to be constantly available. If the system broke, they "had to work," regardless of personal circumstances. The company needed a solution that removed these dependencies to scale effectively.

Their Transformation:

Implementation story: Pave viewed the transition to MonetizeNow as a "fresh start" to overhaul their historical data and pricing structures. While data migration from the legacy system was a complex undertaking due to the state of historical data, the partnership with MonetizeNow turned this challenge into a success. The MonetizeNow team worked side-by-side with the Pave team, ensuring accuracy and a clean foundation for the future.

Key features in action:

• Native "Amend and Extend": Previously a manual, multi-week build, upsells and amendments are now native functionality that take seconds to complete.
• Automated Uplifts: Year-over-year price uplifts are now handled via a simple toggle for reps, replacing complex code-based workarounds.
• Self-Service Pricing: Sales reps now select products from a simple dropdown, giving them control and clarity over what they are including in their quotes.

Team experience: The true test of the transformation was the "Honeymoon Test." During a recent pricing and packaging change, Matt was out of office (due to his honeymoon). Unlike the previous system, which would have required his intervention, his team was able to execute changes independently without consulting him. The backend simplicity empowered the wider team to manage the system confidently.

Their Results:

Quantitative wins:

• Ticket Volume Reduction: Pave has seen an estimated 40-50% decrease in internal support ticket volume since switching from their legacy provider.
• Record Net Dollar Retention (NDR): Pave hit their highest rolling-basis NDR in the last few quarters, aided by MonetizeNow’s robust capabilities.
• Time-to-Quote: Shifted from "riding shotgun" on every deal to a self-service model for reps.

Qualitative wins:

• True Autonomy: Matt was able to disconnect completely for his honeymoon, achieving a key personal and professional success criteria.
• Sales Empowerment: Reps are no longer requiring hand holding for every quote. They now have complete autonomy over their quotes.
• Agility: Pricing strategy changes can be deployed by the team instantly, rather than waiting weeks for code deployment.

Strategic Impact: MonetizeNow has become an enabler for Pave’s excellent sales team to execute what they need to do without friction. The native handling of complex deal structures allows Pave to push for lifecycle extensions and upsells, directly contributing to help achieve their number one company metric: NDR growth.

Looking Ahead:

Future Plans: As Pave introduces more products, they anticipate utilizing MonetizeNow to manage complex bundling and mass-bundling rates automatically. They view MonetizeNow not just as a tool, but as a partner that allows them to experiment with new revenue models and pricing structures without operational fear.