Do you openly publish any volume or multi-year discount structures on your pricing page, or do you handle those negotiations privately on a per-deal basis? Does being transparent with discounts help or hurt?

Based on our saas pricing book, Price to Scale, the decision to publish volume or multi-year discount structures openly versus handling them privately really depends on your market and customer segments.

• If you serve a large and relatively homogeneous market, openly publishing the complete pricing structure—including discounts—can help scale your sales engine. This transparency lets prospects easily compare packages and can accelerate the sales cycle.

• However, if you’re targeting a more limited or heterogeneous market (such as enterprise-level customers with varied requirements), keeping these discount negotiations private allows your sales team the flexibility to tailor offers. This approach can enable you to extract the maximum value from each deal without being constrained by a one-size-fits-all published discount.

In summary, as discussed in Price to Scale, being transparent with discounts can help when your market supports it and scalability is the goal, but for enterprise deals where unique value extraction is key, a more private negotiation process may be more effective.

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