.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.
Below is a concise approach based on the principles from our saas pricing book, Price to Scale:
Directly address the pilot as part of your enterprise engagement. In our book, we highlight that enterprise customers often have complex requirements and may want to validate the solution with a pilot period. This allows you to build trust while ensuring the solution meets their unique needs.
Define a clear scope for the pilot engagement. Establish specific deliverables, success metrics, and a timeline for the pilot. The book emphasizes that having a well-outlined scope prevents misunderstandings and sets expectations for both parties.
Align your pilot pricing with a forward-looking strategy. Consider offering a modified pricing model for the pilot that reflects the pilot’s limited scope while clearly outlining how the pricing will scale once the customer commits fully. This transition should be documented so that the customer understands how pilot pricing eventually converges with standard enterprise pricing.
Collaborate with key teams. As discussed in Price to Scale, involve sales, product, and pricing operations early in the process. This ensures your quoting system, SKUs, and overall service delivery are aligned with the pilot’s requirements, making it easier to scale up if the pilot is successful.
Manage the pilot-to-full scale transition. Use the pilot period as both a testing phase and a relationship-building exercise. Once the pilot proves successful with measurable benefits, guide the customer smoothly into the full-scale pricing model that is designed for enterprise-level contracts.
In summary, handling enterprise customers who want to pilot your solution involves setting a clear pilot scope with defined outcomes, aligning pilot pricing with expected future pricing, and ensuring cross-functional collaboration for a seamless transition. This approach is consistent with the enterprise strategies outlined in Price to Scale, helping you validate your solution while building a pathway to long-term revenue growth.