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Estd 4.22.2023
Based on the guidance in our SaaS pricing book, Price to Scale, anchoring your enterprise pricing involves setting a high target price internally—even if you don’t publish it in full detail—to leave room for controlled discounting during negotiations. Here’s how to think about it:
• Internal Anchoring:
Our book emphasizes creating a price “buffer” for each customer segment. For enterprise customers, where discount ranges might be between 30% and 70%, you want your initial (list) price to be sufficiently high so that any discount you ultimately offer still positions you at a healthy margin. This means that—even if you aren’t publishing a detailed high list price publicly—you should have an anchored number in your pricing framework. This internal anchor protects the value of your offering during sales conversations.
• Controlled Flexibility:
Rather than listing fully custom prices with no public reference, many companies choose to provide a summary on their pricing page while leaving in-depth discussions for sales calls. This strategy lets you showcase the value and starting point of your enterprise package without locking you into a fixed public list price. It gives you the flexibility to negotiate while ensuring that your sales team works within defined discounting frameworks. Our book also suggests limiting discount authority by setting stepwise approval limits, which helps maintain the anchored price and upholds its premium perception.
• Practical Application:
In practice, you might internally set a high target price for enterprise deals, knowing that your enterprise discounting generally falls within a 30–70% range. When negotiating, you can start discussions with that anchor and then apply pre-approved discount margins as needed. Public pricing, if shared at all, might only indicate a starting base price or range, with the full enterprise pricing details reserved for personalized conversations.
In summary, Price to Scale recommends anchoring your enterprise pricing with a high internal list price that serves as a reference point, while keeping public pricing either summarized or custom. This approach preserves flexibility for personalized negotiations and maintains the perceived value of your product.