Discuss your pricing model

Turn your Blueprint into a value‒based business.

WINGMATE — Transformation Programme
For owner-led IT consulting and software service firms ready to move beyond hourly billing.
Together, we turn the decisions in your Business Blueprint into market-ready offers, test them with real clients and roll the new model out across your business.
Discuss your transformation
Junge Ballerina in weißem Top und schwarzem Rock tanzt auf Zehenspitzen auf einem Zebrastreifen in einer Stadt.

What changes in practice

A new pricing model alone is not enough. The transformation changes how your company structures, sells and grows its services.

Before:

Revenue is tied directly to hours and day rates
A broad portfolio that is difficult to explain and differentiate
Too much unpaid work before the client makes a decision
AI and greater efficiency reduce billable revenue
Every deal follows a different, improvised sales process
Faster delivery often means lower revenue

After:

Clients buy defined business outcomes rather than effort
A focused portfolio with clear differentiation
A paid entry offer creates a logical first step for new clients
Productivity gains improve capacity and margins
A repeatable, decision-led sales process built for technical experts
Expertise and speed are rewarded through stronger profitability
Who Wingmate is for
Wingmate is for owner-led IT consulting and software service firms with an established core business – typically with 15–100 employees – that are ready to put strategic decisions into practice.
A Blueprint to implement
You have defined the target model and starting point – usually through a Business Blueprint – and are ready to build it.
Real clients to test with
You have existing clients, live opportunities or regular enquiries with which to test and improve the new offers.
A team ready to act
Owners, managing directors and the relevant people from sales, delivery and marketing can make decisions and contribute to the implementation.
Wingmate is not designed for companies that need to build a client pipeline from scratch, want a one-off training course or plan to outsource the transformation without involving their own team.

What we build with you

Wingmate combines strategy, implementation and live market work. Together, we build four connected parts of your new business model.

01

Offers, portfolio and pricing

We turn the decisions in your Blueprint into a focused portfolio:

a paid entry offer, core offers and logical upgrades.
We define the right mix of fixed, modular and value-based pricing, develop the value cases and create the essential sales materials.

02

Sales system and live deal support

We establish a repeatable sales process

With opportunity scorecards, decision gates, go/no-go rules and defined next steps.
In deal clinics, we apply the system to live opportunities, prepare conversations and review what happens next.

03

Market launch and marketing implementation

Market launch and marketing implementation

We bring the first offers to existing clients, warm contacts and current opportunities. Sales and marketing work with the same positioning, messages and materials. During the programme, Regina supports your marketing team in keeping the implementation moving.

04

Internal rollout and capability building

We begin in one focus area and use the first results to extend the model across the business.

Targeted training, leadership sparring and work on real cases help your team apply the new approach without remaining dependent on us.

How the programme works

The Transformation Programme typically runs for around 12 months. We build the first offer in one focus area, test it with real clients and then roll the new model out more widely.
01
Typical duration: 2 months
We turn the relevant part of your Blueprint into something your team can sell: positioning, a paid entry offer, core offer, pricing, value case and the essential sales materials.

Phase 1: Build the first market-ready offer

02
Typical duration: 2–3 months
We take the offer to existing clients, warm contacts and current opportunities. We prepare the conversations, review the feedback and adjust the offer, pricing and sales story where necessary.

Phase 2: Test it with real clients

03
Typical duration: 6–8 months
We turn the early learning into a repeatable sales process. Through live deal support, targeted training and internal rollout, your team builds the ability to sell the new offers consistently and extend the model into further areas.

Phase 3: Skalierung & Sales-Rollout

After the programme: Ongoing support
After the main programme, we can continue at a lower intensity with regular check-ins, support on difficult deals and help with remaining implementation issues.

How we work with your Team

Focused working sessions
You bring the knowledge of your clients, services and organisation. Together, we turn it into decisions, offers and systems your team can use. Only the people needed for each topic take part.
Live deal clinics
When a real opportunity needs attention, we work on it together: preparation, positioning, objections, next steps and deal review. Your team learns the new approach while applying it to actual business.
Ready-to-use outputs
We create the content and commercial logic for your portfolio, offers, sales process, value cases, sales pages and presentations. Your internal team, designer or agency handles the final visual design and technical implementation.
A visible roadmap
We define responsibilities, upcoming decisions and concrete milestones. Progress remains visible, and short targeted training is added only where a specific skill gap is slowing the implementation.

What changed for our clients

These examples show what can happen when positioning, offers, pricing and sales are redesigned as one system.
Balkendiagramm: Projektumsatz steigt von 250.000€ auf 480.000€, Gewinn wird verfünffacht.
enterprise software
€250.000 → €480.000
Deal value almost doubled. Project profit increased fivefold.
Problem: Greater efficiency reduced billable hours – and therefore revenue under the old model.
What changed: Hourly billing was replaced with a combination of pay-per-use and value-based pricing.
Additional result: Recurring revenue increased as well.
Säulendiagramm zeigt monatliche Raten von 2.500€ (orange) auf 8.000€ (türkis) steigend.
Managed Services
€2.500 → €8.000 per month
The monthly service fee more than tripled, while contribution margin per client increased several times over.
Problem: The value of the offer was not communicated clearly enough, creating constant pressure on price.
What changed: The services were repositioned, prices increased and low-value components replaced.
Additional result: The offer became more profitable and easier to sell at the new price.
Balkendiagramm "Recurring Revenues": einmalig 110.000€, jedes Jahr 140.000€.
PUBLIC SECTOR
€110.000 → €140.000 per year
One-off project revenue was turned into recurring revenue.
Problem: Sales and consulting were time-consuming, slow and heavily dependent on a steady stream of new projects.
What changed: A SaaS model with pay-per-use pricing replaced the bespoke project model.
Additional result: Acquisition pressure fell as one-off business became predictable recurring revenue.
*These examples are anonymised for competitive reasons. We can share more detail in a personal conversation.
Alex Rammlmair
Alex Rammlmair

Who you’ll work with

Alex Rammlmair
Programme Lead · Pricing & Sales
Alex works directly with the owners and managing directors throughout the programme. He leads the strategic decisions, offer and pricing development, sales-system design and work on live opportunities.
Regina Kaplan
Marketing Implementation
Regina works with your marketing team to turn the new positioning and offers into consistent market communication. She helps translate decisions into concrete implementation and makes sure the work keeps moving.

Frequently asked questions

Do we need a Business Blueprint before starting?
How soon will we see tangible results?
How much time will the programme require from our team?
What do we need to provide?
Will you work directly with our sales team?
Do we have to transform the entire company at once?

Let’s discuss your transformation.

In 60 minutes, we’ll look at where your business stands, what you want to change and whether the Transformation Programme is the best next step.
Talk to Alex
Move beyond hourly billing. Build a more profitable IT business.
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+43 676 362 7559support@umsatzsprung.com
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