E01 · Recommendation and projection

Move from $29 to $49 per seat per month for new customers, with a twelve-month grandfather period for existing accounts. Projection table: 312 new customers (projected), 14 average seats, $20.00 incremental per seat, incremental ARR $847,320.00. No basis is given for the 312. Risks: existing customer backlash, mitigated by the grandfather period; billing changes, a two-week engineering effort. The memo does not say what the price change is meant to achieve.

E02 · Competitive positioning table

List price per seat per month: Northwind $65 (enterprise, security-led), Calypso $45 (mid-market), Bramble $52 (mid-market), Orrery $38 (SMB, self-serve), Vessel $72 (enterprise, compliance), Tanager $44 (mid-market), Halcyon $58 (enterprise, vertical), Meridian $29 (mid-market). The memo says Meridian is 38% below the mid-market average of $47 and 52% below the overall set average, and that the gap is not explained by capability differences.

E03 · Value and willingness to pay

Customer interviews and usage data 'indicate' Meridian saves the average team approximately 6.2 hours a week, at $52 an hour: about $1,394 a month per team. At $29 and 14 seats Meridian captures $406 a month, about 29% of value; industry benchmarks 'suggest' 25–35%, best-in-class operators 40–50%. A survey of 180 users in the current base asked what they would pay: 94% at $29, 81% at $39, 68% at $49, 41% at $59, 19% at $69. The memo says revenue is maximised at $49.