.png)
Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
When choosing a pricing agency for your SaaS company, there are several key factors to consider to ensure you find the right partner for your specific needs:
Look for Operational Experience, Not Just Consulting Expertise
The most effective pricing agencies have hands-on operational experience in SaaS companies. Look for agencies with:
- Real-world experience managing cross-functional pricing rollouts
- Practical knowledge of CPQ systems, engineering feature flags, billing systems, and financial analysis
- Team members who have held pricing leadership roles at SaaS companies
Many pricing consultants, especially from premier firms, have never actually worked in a SaaS company, which can limit their effectiveness in implementing practical pricing strategies.
Evaluate Their Research Methodology
Effective pricing agencies should offer:
- Agile, in-person structured research aligned with product development cycles
- A mix of research methods including quantitative approaches (like Van Westendorp surveys) and qualitative methods
- Capital-efficient approaches that deliver value without excessive costs
- Tailored research that fits your specific market and customer base
Avoid agencies that rely exclusively on expensive standard methods like high-cost conjoint analysis ($150k+) that may be difficult to apply in Enterprise B2B settings.
Look For a Structured Framework
The best pricing agencies will have a clear framework or methodology for approaching pricing strategy:
- A systematic approach to diagnosing pricing issues
- Methods for creating and testing pricing hypotheses
- Processes for developing and implementing new pricing models
- Tools for measuring the impact of pricing changes
Consider Implementation Support
Pricing changes require more than just strategy - they need effective implementation:
- Look for agencies that provide implementation plans and support
- Seek partners who offer tooling and enablement materials (pricing calculators, sales materials)
- Ensure they can assist with internal training and customer communication
Examine Case Studies and Results
Request specific examples of how the agency has helped similar SaaS companies:
- Demonstrated success in increasing average deal sizes
- Experience with aligning pricing to GTM strategy
- Ability to rationalize complex packaging structures
- Track record of high adoption rates by sales teams
Assess Their Understanding of SaaS-Specific Challenges
The right agency should have deep knowledge of:
- SaaS metrics and economics
- Different pricing models (tiered, usage-based, etc.)
- How to structure packages and feature sets
- Strategies for monetizing new features
By carefully evaluating potential pricing agencies against these criteria, you can identify a partner who will help you develop and implement a pricing strategy that drives growth and maximizes revenue for your SaaS business.