How to craft a pricing & quoting strategy that drives incremental revenue

There’s more than one way to grow revenue, and it doesn’t always involve adding headcount or chasing more leads.

One of the most overlooked levers? Your pricing and quoting strategy.

Pricing isn't just a number you stick on a product or service. It's a narrative. A positioning tool.

And when done right, it's a revenue multiplier. The structure and logic behind your pricing can nudge buyers toward larger deals, reinforce your value, and streamline the path to “yes.”

The good news: you don’t need to overhaul your offering to see results. Sometimes, all it takes is rethinking how you present, package, and position what you're already selling.

In this post, we’ll explore three proven strategies for crafting a smarter pricing and quoting approach, and how PandaDoc’s built-in tools make these strategies scalable, repeatable, and high-impact.

Start with tiered and volume-based pricing that encourages bigger buys

Tiered and volume-based pricing models work because they align your customer’s financial interests with your revenue goals.

When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, they’re more likely to scale up their purchase.

This tactic isn’t just effective — it’s proven. According to research from Aimondo, implementing dynamic pricing strategies like tiered or volume-based models can increase revenue by 5% to 15%, depending on the industry and execution.

It’s a simple psychological lever: customers are motivated by value. When they can clearly see how spending a little more today saves them more in the long run, it often tips the decision in your favor.

Use pricing tables to clearly display discount structures

PandaDoc’s pricing tables make it easy to present tiered or volume-based pricing directly inside your quotes.

You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases — all without adding confusion or extra steps for the customer.

Automate discount logic with advanced pricing tables

For more complex scenarios, advanced pricing tables take the manual work out of applying discounts.

Whether you're working with breakpoints, quantity thresholds, or cumulative pricing logic, these tables handle the math automatically. It ensures consistency, accuracy, and faster quote delivery.

Keep pricing consistent with product catalog management software

PandaDoc centralizes all of your SKUs, product descriptions, and pricing rules.

This gives reps a single source of truth to pull from and ensures that everyone is quoting from the same approved set of data — minimizing errors and eliminating pricing guesswork.

Read also: Turn your product catalog into a self-serve sales order form

Bundle strategically to increase deal size and deliver more value

Bundling is a high-ROI tactic that helps increase average deal size while enhancing the buyer experience.

Instead of selling individual products or services, you package them together to deliver a more comprehensive solution.

And the data backs it up. For example, A Harvard Business School study showed that Nintendo's mixed bundling strategy (allowing individual or bundled purchases) led to a significant increase in both hardware and software sales. Hardware sales increased by 100,000 units and software sales by over a million units.

That’s a major opportunity to drive incremental revenue, especially when buyers see bundles as higher value for their money.

Beyond boosting revenue, bundling simplifies the purchase decision.

When buyers are presented with a package tailored to their needs, they’re less likely to hesitate or shop around — and more likely to see your offering as complete.

Create and manage bundles with PandaDoc

With PandaDoc, your team can easily create predefined bundles based on common customer needs or use cases. Reps can drop those bundles directly into a quote, saving time while reinforcing consistency in packaging and pricing.

See also

What is bundle pricing and should you be using it?

Make add-ons optional with advanced pricing tables

Sometimes, the best upsells come from giving the customer choice.

Advanced pricing tables let you include optional add-ons — like premium support or onboarding services — that customers can toggle on or off in real time. As selections are made, totals update automatically.

This creates an interactive, customer-led experience that encourages buyers to increase deal size based on what’s most relevant to them.

See also

What is pricing analytics? How data-driven pricing boosts profitability

Use smart content to recommend bundles automatically

For a more guided approach, smart content with pricing table rules can dynamically suggest bundles based on deal type, customer segment, or industry.

If a customer is in healthcare, for example, PandaDoc can automatically recommend compliance-related add-ons or integrations that others in the space typically choose.

This turns your quote into more than just a pricing sheet — it becomes a recommendation engine.

Anchor pricing to customer value to justify higher spend

Price sensitivity is real, but so is the buyer’s willingness to pay for value. That’s the logic behind value-based pricing: instead of charging based on usage or cost, you charge based on outcomes.

It’s one of the most strategic ways to drive incremental revenue, especially when you’re selling solutions that directly improve efficiency, profitability, or scalability.

When pricing reflects perceived value, customers are more willing to spend, especially if that value is clearly communicated throughout the quote process.

Personalize messaging with smart content

PandaDoc’s smart content helps you customize the narrative within each quote, adjusting the language, layout, or visuals based on who you're selling to.

For example, with PandaDoc, if you’re quoting an enterprise prospect, you can insert a customer testimonial video from an enterprise client that shows how a similar company achieved significant results.

It’s a quick, powerful way to build trust, show proof, and connect your pricing to real-world outcomes.

This personalization reinforces value alignment and makes your pricing feel more relevant to the buyer’s goals.

Handle complex pricing logic with CPQ

If your pricing is built on multiple variables — user count, feature access, usage tiers — then PandaDoc CPQ ensures every quote is accurate and consistent.

CPQ allows your team to configure complex quotes quickly, tying pricing back to metrics that matter to the customer.

This is especially helpful in RevOps and B2B SaaS environments, where transparency and precision are critical to building trust and closing deals.

See also

RevOps best pratices: Building a winning RevOps strategy

Use reporting to optimize pricing over time

Once your strategy is live, PandaDoc’s document tracking helps you measure what’s working.

You can track close rates, average deal sizes, and the performance of specific bundles or discount strategies.

That data is invaluable for refining your pricing model and identifying what’s truly driving revenue.

Instead of guessing which tactics move the needle, you’ll have visibility into what your top performers are doing — and where the rest of the team can level up.

Turn your quotes into a strategic revenue lever

When pricing is treated like a static line item, it can limit growth. But when it’s woven into a thoughtful, flexible quoting strategy, it becomes one of your most efficient revenue drivers.

By offering volume-based incentives, bundling strategically, and aligning pricing with customer value, you’re not just closing deals — you’re growing them.

And with PandaDoc’s automation, personalization, and analytics features, your team can do this at scale, without adding friction or extra headcount.

Next steps

If your team is ready to make pricing a more strategic part of your revenue motion, here’s how to get started.

Ready to level up your pricing game?

Log in to PandaDoc to start building your strategy, chat with your account manager for expert guidance, or upgrade your plan to unlock even more features.