Product manager
Pricing strategist
Finance director
VP of sales
General counsel
Chief revenue officer
This process is used when an organization proposes to change the price of an existing product or service, adjust packaging or tier structures, introduce or retire promotional pricing, or modify commercial terms that affect how customers are billed. It is triggered by competitive pressure, cost structure changes, product updates, strategic repositioning, or scheduled pricing reviews. Product pricing change approval is especially important when changes affect existing customers under contract, when the change has significant revenue impact, or when pricing modifications require legal review of contractual obligations. This process is relevant in SaaS, manufacturing, distribution, financial services, and any organization managing structured product pricing.
Product pricing change approval typically involves the product manager who proposes and justifies the change, a pricing strategist or revenue operations lead who models the financial impact, a finance reviewer who validates revenue and margin projections, a sales leader who assesses customer and competitive impact, legal counsel who reviews contractual implications, and an executive sponsor who authorizes the change for implementation.
Informed pricing decisions by requiring financial modeling, competitive analysis, and customer impact assessment before any change is implemented. Reduced customer friction by evaluating the impact on existing customers and ensuring contractual obligations are honored during transitions. Cross-functional alignment by bringing product, finance, sales, and legal into a shared decision process before pricing changes reach the market. Documented change rationale with every proposal, analysis, and authorization recorded for future reference during renewals, audits, or strategic reviews.
Your version of this process may vary based on roles, systems, data, and approval paths. Moxo’s flow builder can be configured with AI agents, conditional branching, dynamic data references, and sophisticated logic to match how your organization runs this workflow. The steps below illustrate one example.
Proposal and justification
The process begins when a product manager or pricing strategist submits a pricing change proposal. The proposal includes the current pricing, the proposed change, the business rationale, competitive context, and expected impact on revenue, margin, and customer retention. An AI Agent may assist by pulling current pricing data, customer segment breakdowns, and historical pricing change outcomes to provide reviewers with quantified context.
Financial impact modeling
The proposal is routed to finance or revenue operations for impact modeling. This includes projecting the revenue effect under different adoption scenarios, assessing margin impact, evaluating the effect on key metrics such as ARPU or expansion revenue, and modeling the transition path for existing customers. If the financial projections do not support the proposal, the finance team may return it with recommended adjustments.
Sales and customer impact review
A sales leader reviews the proposed change for customer-facing implications. This includes assessing how the change will be received by current customers, whether it creates competitive advantage or risk, and what enablement or communication will be required for the sales team. If the change affects customers under existing contracts, legal reviews the contractual implications and advises on transition requirements.
Executive authorization
With financial modeling and cross-functional feedback complete, the pricing change proposal is routed to the executive sponsor or pricing committee for final authorization. The approver reviews the consolidated analysis, including the proposal, financial projections, sales and customer impact assessment, and legal review. Authorization may be granted, deferred for additional analysis, or modified with conditions such as a phased rollout or grandfathering period for existing customers.
Implementation and communication
Once authorized, the pricing change is implemented across billing, CRM, marketing, and sales systems. Customer communications are prepared and distributed according to the approved transition plan. All proposals, analyses, reviews, and authorization records are retained as a complete pricing change record.
This process commonly relies on inputs such as the pricing change proposal, current pricing and packaging data, financial models, competitive intelligence, customer segment data, and existing contract terms. It may be triggered by a strategic review, a competitive event, a cost structure change, or a scheduled pricing cycle. Systems such as Salesforce, Stripe, Zuora, or NetSuite may provide pricing data, billing records, and customer contract information.
Key decision points include whether the financial modeling supports the proposed change under realistic adoption scenarios, whether the change creates unacceptable risk for existing customers or contractual obligations, whether the sales team can effectively position the change in the market, and whether the implementation timeline is feasible for all affected systems and communications.
Insufficient financial modeling, when pricing changes are approved based on assumptions rather than scenario-based projections, leading to unexpected revenue impact. Customer backlash from poor communication, when existing customers learn about pricing changes through invoices rather than proactive outreach. Contractual violations, when pricing changes are applied to customers whose contracts guarantee fixed pricing or require advance notice. System misalignment, when pricing updates are not consistently applied across billing, CRM, and marketing systems, creating confusion.
Orchestrates the full pricing change lifecycle from proposal through financial modeling, cross-functional review, executive authorization, and implementation coordination in a single process.
AI Agents pull current pricing data and model impact scenarios so reviewers evaluate the proposal with quantified projections rather than estimates.
Enables parallel review across finance, sales, and legal so cross-functional feedback is gathered simultaneously rather than sequentially.
Extends existing billing and CRM platforms such as Salesforce, Zuora, or Stripe by connecting pricing data and contract terms directly into the approval workflow.
Captures a complete record of every proposal, analysis, and authorization so teams can trace any pricing change back to its business rationale and approval chain.
