> ## Content Index > Fetch the complete content index at: https://www.foundedbywomen.org/llms.txt > Use this file to discover other available public pages before exploring further. # Pricing as a Growth Lever: Debika Sen Chaudhury on Building Nir Growth - URL: https://www.foundedbywomen.org/women-who-lead/pricing-as-a-growth-lever-debika-sen-chaudhury-on-building-nir-growth/ - Published: 2026-09-28T03:49:48.000Z - Updated: 2026-09-28T03:49:48.000Z - Author: Editorial team - Tags: Women Who Lead Debika Sen Chaudhury spent years working as a growth consultant for SaaS startups before she noticed a pattern that troubled her: companies kept hiring more SDRs, pouring money into marketing, and pushing new product versions, only to repeat the same cycle a few months later with a new agency or consultant. The short term wins rarely held, because the strategies focused on cutting costs and downsizing rather than looking at what was actually happening inside the business. That realization led her to found [Nir Growth](https://www.nirgrowth.com/?ref=foundedbywomen.org), a firm built on the idea that sustainable growth is as much an internal discipline as it is an external one. By digging into pricing structures and customer data, Debika helps SaaS companies uncover revenue that is often hiding in plain sight, misaligned fee models, missed value capture, and pricing that fails to reflect the results a product actually delivers. In this Q&A, Debika shares how a pricing overhaul more than doubled MRR for a fintech client, why she sees pricing as one of the most exciting levers in scaling a company, and the advice she has for women looking to build a business around a specialist, data-driven skill set: competence comes first, and it is built by doing the work, not by waiting to feel like the finished expert. > Know a founder (or are one) doing incredible work? **Founded by Women Awards** are open for entries. If you're building something bold, leading with purpose, or driving change in your industry, we'd love for you to enter. 👉 [foundedbywomen.org/awards](https://www.foundedbywomen.org/awards/) --- ### Q: What led you to found Nir Growth, and how does your background in revenue optimization and go-to-market strategy shape the way you work with clients? Well while I was working with SaaS startups as a growth consultant, I only saw companies hire SDRs and increase their marketing budget. To justify the marketing campaign spend, new product versions were dropped, which sales had to push. And this was repeated till a growth agency or strategy consultants were hired. Sometimes it provided the internal team a lot of clarity, because most days it felt like we were drowning and instead of saving each other, we were high fiving. Most times though effects were short lived because these strategies were not focused on increasing revenue by looking at how internal pricing is working, analysing customer data but more from cutting spends and sometimes downsizing teams. Nir was started from the realisation that growth is internal as much as it is external. Pricing and Revenue is an incredibly exciting and important part of scaling companies, especially in SaaS. So our mission is to be growth partners where we look at growth in a more holistic and sustainable way. ### Q: Can you share an example of a project where getting the pricing or GTM strategy right made a real difference for a client's growth? Sure. So I had this fintech client, they built credit building tools for low income women, and went to market through partnerships, directly teaming up with banks and lenders who wanted the same outcome. Great distribution, tons of partners signed. But revenue was tiny. Turned out the problem was pricing. They charged a flat fee per user activated. So if a partner brought them 1,000 users and every one of those user’s credit scores jumped 50 points that meant, the partner now has way less risky, way more profitable customers. None of that showed up in the price. They got paid the same either way. The better the product worked, the more money they left on the table, because the pricing had no mechanism to capture it. So we restructured it. We kept a smaller base fee for activation, but added a second layer tied to the outcome. Basically, a share of the value created once a user's credit score crossed a threshold, or once the partner's own risk/default numbers improved. So now the fintech's revenue actually moves with the results they're delivering and not only headcount. Same partners and product, nothing else changed. Their MRR went from £15k to £32 ### Q: What's one piece of advice you'd give other women looking to build a business around a specialist, data-driven skill set? Honestly, I would say the same thing I would tell anyone building any kind of business: get really, really good at the fundamentals of what you aree actually offering. Don't skip that part. I didn't set out to build some super niche, data-driven, revenue architecture business. It was not the grand plan. It was something I found genuinely interesting, so I just kept learning. Going deep on it, way past what I needed for any one client or job, and then I looked for every place I could actually apply it. That is really the whole story. And this applies heavily to women especially: you do not need to already be the expert to start offering the service. You can learn, and you will learn, as you build. There's this pressure, particularly for women in technical or specialist fields, to have full mastery and the niche perfectly defined before you feel allowed to start. But that is backwards. Competence comes first, and it comes from doing the work. The niche and the expertise both reveal themselves once you are in it and paying attention to where you are actually needed. > Are you a woman leader with an inspiring story? Founded by Women elevates the voices of women making an impact. > Breaking barriers or paving the way for others? We'd love to feature you. Get in touch! 👉 [hi@foundedbywomen.org](mailto:hi@foundedbywomen.org)