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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 Price to Scale, there are two key approaches for integrating consulting or professional services alongside your core SaaS offering:
• Good – Better – Best Packaging:
This method involves bundling your SaaS product with varying levels of professional services. For example, your “Good” tier might offer the standard software with limited onboarding support, the “Better” tier adds more hands-on implementation or consultation, and the “Best” tier includes comprehensive consulting services. This strategy caters to diverse customer segments, making it easier to match your offerings to different budgets and value expectations.
• Modular Pricing:
Under this approach, you treat consulting and professional services as a distinct module that’s separately priced. By assigning clear value to each service (such as implementation, training, or customization), you can maintain transparency and flexibility in your pricing. Customers have the option to choose additional services based on their individual needs, and it allows you to scale the services independently of the core SaaS pricing.
Both approaches come down to aligning the pricing with the value received by the customer. It’s important to understand the cost structure behind delivering these services (like man-hours or specialized expertise) and ensure that your pricing strategy reflects this so that each component remains profitable and attractive to the market.
In summary, whether you bundle services into tiered packages or price them modularly, the key is to clearly differentiate the value of each option. As discussed in Price to Scale, this helps you effectively capture revenue from multiple customer segments while keeping pricing both competitive and sustainable.