How a Pricing Sprint can rapidly transform your profits

Are you confident in your prices? If the answer is no, you’re not alone. As expert pricing consultants, we regularly meet business leaders who don’t believe their prices are working hard enough.

This is even more evident in times of economic uncertainty with rising costs and cuts in consumer spending. What was right last year might not be right today. So, what now?

If you ever wished your pricing could be clearer, more confident, and a lot less guesswork, then it’s time you heard about a Pricing Sprint.

The pricing problem faced by most teams

We know how it is, pricing decisions are rarely straightforward. Competing priorities, shifting costs, and internal pressures can make it hard to act quickly. Or, your team might be acting too quickly, making it hard to act strategically or with confidence.

Maybe you’ve responded to a competitor’s move, adjusted for rising costs, or delayed decisions while waiting for clearer signals. And all the while, uncertainty lingers for your team and your bottom line.

Sound familiar?

What if pricing didn’t have to be this way?

Enter: The Pricing Sprint.

A Pricing Sprint is a short, focused burst of activity that brings teams together from across the company to align on the best approach to making quick, effective pricing decisions. Together they will design, test and implement pricing strategies – fast.

It’s a proven method developed by our team at Untapped Pricing, designed to transform the way your business approaches pricing. Think of it as a design sprint meets commercial strategy – a structured yet agile approach to one of the most powerful levers in your business.

Here we’ll take a look at what makes the Pricing Sprint so effective and how you can adopt our methods to make progress on your pricing strategy in no time.

Why choose a Pricing Sprint?

Because even the smartest teams can get stuck circling the same pricing questions.

A Pricing Sprint gives your team the structure and focus to break through.
Just like a product sprint helps teams build better products, a Pricing Sprint helps you build better pricing. It brings together your data, team knowledge, and – critically – your customer insights to create a pricing strategy that’s grounded in evidence, aligned to business goals, and built for growth.

How does a Pricing Sprint work?

Four colored boxes labeled Explore, Design, Validate, and Implement outline the Pricing Sprint process—from diagnosis to launching with confidence—each box highlighting a key step toward pricing success.

Each Pricing Sprint typically lasts 8–12 weeks and is tailored to your goals. Here’s what it might include:

1. Explore: Diagnose what’s holding you back

Start with a pricing appraisal. Look at what you’re charging today, what customers value, how the market compares, and where the real margin opportunities lie.

  • Invite everyone to the party for a full view of the business, gather a team from across the company to join the conversation and be part of the decision making. Typically, five or six individuals from product, sales, marketing, finance, and customer service. A group small enough to move fast, but diverse enough to see the bigger picture.
  • Appoint a project lead whose job is to remain impartial (or better yet, bring in a Pricing Consultant!)
  • Put all cards on the table so that together, the team can look at the pressures impacting your business. That includes:
    – Internal targets, margins, and cost structures
    – Benchmarking the competition
    – Reviewing customer feedback
    – Realigning on your brand strategy, product roadmap, and commercial goals
    – Cataloguing important market shifts

Result: Clear picture of your business goals, current pricing performance, and
untapped opportunities.

2. Design: Turn opportunities into actionable ideas

Now you’ve got your pricing ideas, it’s time to consider how they should look for your customers.

Tip: Build customer-facing prototypes to explore changes from the
customers’ point of view.

Result: Pricing that’s not only profitable but persuasive.

3. Validate: Test and Validate with Real Customers

It’s time to gather proof. Run qualitative interviews, quantitative pricing surveys, and pricing trials to pressure-test your ideas. Don’t guess. Gather the evidence from your customers to inform your decisions.

  • In-depth qualitative* research on a small scale is an affordable way to quickly assess your approach. Are customers willing to pay what you’re proposing?
  • Use quantitative surveys to test ideas at scale. Use a pricing survey to uncover price sensitivity and customer segments with different willingness to pay or test key hypotheses.
  • Run Pricing Trials to see how changes perform in the real world. Live experiments — such as A/B tests or soft launches — allow you to observe how customers actually behave. This gives you concrete data to shape and refine your final pricing decisions.

Tip: You may not find the perfect solution the first time. Repeat this step until
you have clear evidence that you are moving in the right direction.

Result: Collecting evidence is a vital part of the process. Not only does it
prove that your pricing works in the real world, it also gives the entire team the belief to get behind it.

4. Implement: Align the Team and Launch with Confidence

Once you’ve got a clear understanding of your approach and its potential success, you can start making plans.

  • Model the financial impact to inform the business of what’s to come
  • Define success metrics and set KPIs to measure progress
  • Support internal rollout by preparing a communications plan, FAQs and discounting guidelines to make sure everyone is on the same page.

The goal? A pricing strategy your team understands, believes in, and can manage–and your customer sees as fair, valuable, and easy to say yes to.

Tip: Be intentional about how and when you communicate new pricing both internally and externally. Clear, value-led communication builds confidence and buy-in.

Result: A team equipped to deliver and evolve pricing long after the sprint.

Pricing Sprint in practice: A short case study

One digital health platform came to us looking for a long-term growth strategy. We helped them switch from an acquisition strategy to a focus on lasting customer relationships.

A five-step process flow—Explore, Design, Validate, Implement, and Get Results—features a smart Pricing Strategy that drives a 100% increase in high-commitment plans and boosts overall performance.

Explore

Through early discovery and customer research, we uncovered a key shift: success wouldn’t come from adding more users, but from helping current ones stick with the programme. Pricing had a new job to do — encourage long-term use.

Design

We co-designed new interventions that would make sticking around the easy (and appealing) choice—from ‘subscribe & save’ options to one-off purchases and reward-driven nudges.

Validate

We tested the underlying hypothesis using a pricing survey and customer interviews. This included assessing willingness to pay, emotional triggers, and the features that mattered most. The results showed how pricing influenced both brand perception and customer decision-making.

Implement

By creating a framework for consistent and confident decision making, the team began running live pricing experiments in record time, including a test environment for one-off purchases and subscribe & save.

The result: Within 4 months, the business saw a 100% increase in high-commitment plans, reduced churn, and uplift in cross-sell performance.

The feedback: In the words of their Director of Customer Experience,

“Untapped brings a complete 360 view to the whole arena of pricing. So it’s not just about numbers, it’s about how it influences people’s behaviour, what it means to the brand and the commercial side.”

Why the Pricing Sprint works

A Pricing Sprint is the secret to accelerating confidence in pricing.

Enlightened & engaged, a Pricing Sprint shifts company thinking on pricing from a one-off decision to a strategic capability.

And it gets everyone aligned—product, sales, finance, leadership—around what you’re really charging for: value.

As one other client put it:

“The Sprint helped us stop arguing about price and start using it as a lever for growth.”

Ready for your Pricing Sprint?

Intrigued by our unique approach to the Pricing Sprint? Speak to our team to discover more, and let’s see how we can help kickstart your journey to pricing confidence, fast!

* Although we really like what these experts have to say about their fields of interest, as we’ve never worked for them professionally, we can’t vouch personally for their work.