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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 saas pricing book, Price to Scale, here’s how you can address the situation when a customer only wants one product from a bundle but finds the individual pricing too high:
• Recognize the challenge: Separating a single component from a bundle can quickly reveal that its stand-alone price may seem expensive compared to the perceived value of the bundled offering.
• Offer tailored alternatives:
– Consider creating a lower-end package specifically tailored for lightweight users without eroding the overall value of your full bundle.
– You might also explore offering an upgrade option where, for a slightly higher commitment (such as longer-term contracts or additional value-add services), the single product becomes more attractive.
• Use strategic pricing tactics:
– As suggested in our book, one approach is to offer higher discounts for existing customers or to design different list prices for new packages offered to them.
– Alternatively, implementing a no-downgrade policy ensures that once customers purchase at a certain rate, they aren’t later served a lower list price, maintaining consistency in perceived value.
• Segment your customer base:
– Understand that some customers are more price-sensitive than others. Adjust your approach based on usage patterns, purchase history, or strategic value to the business. This segmentation allows you to offer customized alternatives without compromising the overall bundle strategy.
In summary, handling customers who want only part of a bundle involves a careful balance: adjust your pricing strategy to provide compelling alternatives—whether by tailoring standalone offerings, applying strategic discounts, or enforcing policies that safeguard your value proposition—while maintaining the benefits of bundling for the broader customer base. This flexible, creative approach—emphasized in Price to Scale—helps you preserve both customer satisfaction and revenue integrity.