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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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Based on our extensive experience working with SaaS companies, here are the key indicators that your business needs professional pricing help:
Inconsistent Sales Performance
- Your sales team experiences friction and frequent customer objections during the sales process
- Deal sizes are declining or inconsistent across similar customer segments
- Win rates vary significantly between sales representatives without clear reasons
Ineffective Pricing Structure
- You're selling lump sum subscriptions without specific packages or clearly defined pricing metrics
- You have no systematic way to monetize new strategic features
- Your current pricing model doesn't align with your go-to-market strategy
- You have too many packages that create confusion (like one company we helped reduce from 12 to 5 core packages)
Revenue Optimization Issues
- Your average deal sizes are lower than industry benchmarks
- You're experiencing higher than expected discounting rates
- Upsell and cross-sell opportunities are limited by your current pricing model
- You're unable to effectively capture value from high-usage or enterprise customers
Growth Challenges
- Your pricing strategy hasn't evolved despite significant product improvements
- You struggle to communicate value to prospects in a way that justifies your price points
- You're planning a major product launch or entering new market segments
- Your current pricing doesn't scale with customer success or usage patterns
Operational Signs
- Sales teams create custom deals frequently because standard packages don't fit customer needs
- You lack pricing tools, calculators, or enablement materials for your sales team
- Internal teams aren't aligned on pricing strategy and approach
- You're unable to analyze pricing performance across different segments or product lines
Our pricing expertise has helped numerous SaaS companies transform their pricing models, including a $10M ARR IT infrastructure company that was struggling with inconsistent sales and customer objections. By aligning their pricing with their enterprise-focused GTM strategy, rationalizing their packages, and implementing appropriate pricing metrics, we created their first consistent pricing model.
In another case, we helped a $30-40M ARR eCommerce SaaS company increase deal sizes by 15-30% after a failed pricing implementation by revamping their packaging and pricing to fit their sales motion.
If you recognize these symptoms in your business, it may be time to consider professional pricing expertise to help optimize your strategy.