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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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In the rapidly evolving blockchain space, establishing the right pricing and packaging strategy can mean the difference between accelerated growth and stagnation. For SaaS executives leading blockchain platforms, the ability to effectively monetize your technology while delivering clear value propositions is critical to market adoption and revenue expansion.
Why Pricing Gets Complicated for Blockchain Platforms
Blockchain platform pricing presents unique challenges compared to traditional SaaS models. The decentralized nature of blockchain technology creates multi-sided markets where value accrues differently across participants. According to research by Deloitte, 55% of blockchain projects struggle with monetization strategies that appropriately capture the value they create.
The complexity stems from several factors:
- Network effects that increase platform value as adoption grows
- Technical infrastructure costs that can scale unpredictably
- Balancing token economics with traditional subscription models
- Different value perceptions across enterprise clients vs. developers
Planning Your Pricing Strategy Project: The 8-Step Framework
1. Assemble a Cross-Functional Team
Your pricing project requires perspectives from multiple disciplines. Gartner recommends including:
- Product management (to articulate value propositions)
- Engineering (to define technical cost structures)
- Sales leadership (to provide market feedback)
- Customer success (to represent user adoption patterns)
- Finance (to model revenue implications)
Consider appointing a dedicated project lead with pricing strategy experience to coordinate efforts.
2. Define Clear Project Objectives
Begin with specific goals for your pricing initiative:
- Are you launching a new blockchain solution?
- Refreshing an existing model that's underperforming?
- Expanding into new market segments?
- Increasing profitability of current offerings?
Document these objectives with measurable targets to guide the project and evaluate success.
3. Conduct Thorough Market Research
Market understanding is critical. Your research should include:
Competitive Analysis:
- Map direct and indirect competitors' pricing models
- Document their packaging tiers and capabilities
- Analyze their positioning strategies
Customer Value Research:
- Interview current and prospective customers
- Identify value drivers for different segments
- Quantify willingness-to-pay thresholds
According to BCG research, blockchain platforms that base pricing on documented customer value capture 20-30% more revenue than those using cost-plus approaches.
4. Develop Value Metrics That Scale
Identify the core metrics that align with the value your blockchain platform delivers. Common value metrics include:
- Transaction volume or throughput
- Data storage requirements
- Number of nodes or validators
- API call volume
- Number of smart contracts deployed
- User seats or identity management
The best value metrics scale naturally with customer success. As noted by pricing expert Patrick Campbell, "Your pricing metric should be your product's North Star, directly tying customer value to revenue."
5. Design Tiered Package Structures
Create packaging tiers that address different market segments:
Entry-level tier:
- Focus on essential blockchain capabilities
- Low barrier to entry for developers
- Limited but valuable functionality
Mid-market tier:
- Expanded capabilities for growing use cases
- Additional security and compliance features
- Enhanced performance guarantees
Enterprise tier:
- Full-scale deployment capabilities
- Advanced governance and permissioning
- Custom SLAs and dedicated support
A study by OpenView Venture Partners found that SaaS companies with 3-4 packaging tiers achieve 30% higher average revenue per customer than those with flat pricing.
6. Consider Hybrid Monetization Models
Many successful blockchain platforms combine multiple revenue mechanisms:
- Base platform subscription fees
- Usage-based components
- Transaction fees (fixed or percentage)
- Token economics (if applicable)
- Professional services and implementation
- Premium support packages
Accenture reports that blockchain platforms using hybrid models achieve 2.4x faster revenue growth than single-model approaches.
7. Pilot and Validate with Real Customers
Before full market launch:
- Select 3-5 representative customers
- Implement trial pricing structures
- Gather feedback on perceived value
- Measure actual usage against projections
- Adjust pricing based on real-world data
McKinsey recommends a minimum 60-day pilot period for blockchain platforms to capture meaningful usage patterns.
8. Develop Transition Strategy for Existing Customers
If you're revising existing pricing, carefully plan how to migrate current customers:
- Provide ample notice (90+ days recommended)
- Create grandfathering provisions as needed
- Offer incentives for early adoption
- Develop clear communication materials
- Train sales and customer success teams
Implementation: Making Your Pricing Strategy Operational
Sales Enablement
Equip your sales team with:
- Clear value positioning for each package tier
- ROI calculators demonstrating customer value
- Competitive comparison guides
- Objection handling frameworks specific to blockchain value
According to Forrester, sales teams with formalized pricing tools close 30% more deals than those without structured support.
Technical Implementation
Work with your engineering team to:
- Build usage monitoring and metering systems
- Implement billing integration for consumption models
- Create dashboards for customers to track their usage
- Develop automatic tier upgrade/downgrade capabilities
Monitoring and Optimization
Treat your pricing as a product that requires ongoing refinement:
- Set quarterly review cadences
- Track key metrics like conversion rates by tier
- Monitor discounting patterns
- Calculate customer lifetime value by segment
- Analyze churn by pricing tier
Common Pitfalls to Avoid
Underpricing technical infrastructure costs - Blockchain platforms often underestimate the growing computational demands as networks scale
Overcomplicating the model - Complexity creates sales friction; aim for comprehensible structures even with sophisticated technology
Focusing solely on token economics - Many enterprise customers require traditional subscription models alongside any token-based incentives
Neglecting compliance considerations - Especially for permissioned enterprise blockchain platforms, regulatory requirements can impact pricing structures
Pricing in isolation from the ecosystem - Your platform may depend on partners and developers whose economics must be considered
Conclusion
A strategic approach to pricing and packaging is particularly vital for blockchain platform providers facing evolving market dynamics and complex value exchange mechanisms. By following this structured methodology—assembling the right team, deeply understanding customer value, developing scalable metrics, and creating appropriate tiers—you position your blockchain SaaS for sustainable growth.
Remember that pricing strategy isn't a one-time project but an ongoing discipline requiring continuous refinement as markets mature and your platform evolves. The most successful blockchain platforms consistently revisit their pricing strategies, using customer feedback and usage data to optimize their approach to value capture.