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Meridian moved to transparent mid-market pricing in June 2026 (decision D-031) because lost-deal analysis and a repeated sales-call pattern showed that price uncertainty — not price level — was blocking qualified demand. A controlled experiment (E-014) confirmed the mechanism with an 18% lift in qualified conversion, worth a verified $420K in pipeline. Enterprise-tier transparency is a separate, still-pending decision (D-032).

✓ Human-confirmed facts: decision, result, attribution ◈ AI-inferred: the causal phrasing of “mechanism”

Source evidence

EV-118 · lost-deal analysisJun 30 · verified

S-112 · sales-call patternJun 3–17 · confirmed

E-014 readoutJul 17 · pre-registered

Contradictions to be aware of

Survey EV-201 rated pricing clarity 4.1/5 during the same period — unresolved; possible segment difference. A 2024 learning (L-009) found gated pricing helped in SMB.

Related decisions

D-031 · mid-market transparency (committed) D-032 · enterprise tier (pending) D-024 · renewal previews (related theme)

Related experiments

E-014 · pricing LP (+18%) E-016 · enterprise ranges (draft)

Relevant learning

L-021 · transparency converts (confirmed) L-009 · gated pricing, SMB 2024 (conflicting)

People with relevant experience

JL Jonas Lindqvist · decision owner SO Sarah Okafor · mission owner PS Priya Sharma · dissenting analysis

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