The Challenge
What MaxSense Was Facing
MaxSense sold IoT sensor monitoring subscriptions to manufacturing facilities on a flat site-wide fee. The pricing model did not capture the value customers received as they added more sensors — large facilities with 500 sensors paid the same as small operations with 50. NRR was flat because there was no natural expansion motion, and sales had to negotiate bespoke enterprise deals manually each time a customer scaled.
The Solution
What We Built
We redesigned the subscription model around device-count tiers with automated usage metering. Customers self-served up to the next tier as they added sensors, with Stripe handling automatic plan upgrades and prorated billing. A real-time device inventory dashboard showed customers their current sensor count against their plan ceiling, surfacing upgrade prompts at the natural decision point. Annual committed-device contracts with a true-up mechanism satisfied enterprise procurement while protecting MaxSense from revenue leakage.
Results