Packaging Framework (Good/Better/Best)

Problem

Bundles grow randomly; quoting is slow; customers can’t self‑select.

What good looks like

• Three packages with clear fences and one value metric.
• Upgrade path and entitlements policy.
• Sales guide: who gets what and why.

Steps

1. Pick value metric (users, volume, units).
2. Fence by capability and scale.
3. Define migration rules and price deltas.

Templates

• GBB matrix; Entitlements policy; Sales guide.

Metrics

• ARPU; attach rates; downgrade rate.

Risks

• Too many SKUs → hold at three core.