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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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When competitors bundle features that you charge for separately, you should focus on clearly communicating the unique value of each module and how they address customer pain points. Here are some practical strategies drawn from Price to Scale:
• Identify and articulate distinct value propositions. Our book explains that “packaging is not just an exercise of outlining which features to charge money for, but about clearly communicating the value of the product.” By defining each module crisply—using customer success stories and differentiators—you empower your sales team to confidently overcome price-related objections.
• Emphasize customization and clarity. While bundling offers a perception of simplicity, it may overwhelm customers or hide the true value of individual capabilities. By charging separately, you highlight the precision, flexibility, and targeted benefits of each feature, ensuring prospects understand what they’re paying for.
• Consider strategic add-ons. In our saas pricing book, there’s discussion around when to introduce features as add-ons rather than bundling them into one package. This approach allows customers to only pick the features they need, preserving both transparency and revenue potential.
• Use tiered packaging to differentiate offerings. The book provides examples (such as Lite, Good, Better, and Best packages) that bundle features in a graded way. While competitors might offer comprehensive bundles, you can offer paced entry points that cater to different customer segments without sacrificing clarity on value.
In summary, rather than mimicking competitor bundles, use our approach to highlight your product’s unique strengths. Clearly outline each feature’s benefits, offer flexible packages, and ensure that your pricing strategy directly supports the customer’s understanding of value. This way, even if competitors bundle features, you turn your pricing methodology into a competitive advantage.