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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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Our approach to pricing for enterprise B2B SaaS deals centers on aligning pricing strategy with go-to-market motions while leveraging our extensive operational experience in the enterprise space.
Enterprise B2B SaaS Pricing Approach
We recognize that traditional pricing methods like high-cost conjoint analysis ($150k+) often don't work well in enterprise B2B settings. Instead, our methodology focuses on:
Aligning Pricing with GTM Strategy: We ensure pricing structures support the enterprise sales motion, especially for high ASP (Average Selling Price) solution sales.
Strategic Package Rationalization: We optimize package offerings to remove complexity - as demonstrated in our case studies where we've reduced package numbers (from 12 to 5 in one case, from 4 to 2 in another) while improving deal economics.
Customized Pricing Metrics: We develop tailored pricing metrics that align with both customer value perception and your business model. This might include combination pricing models that incorporate factors like users and company revenue.
Usage-Based Models with Guardrails: For appropriate business models, we implement usage-based pricing with platform fee guardrails, carefully structured to protect revenue while enabling flexibility.
Our Enterprise Pricing Framework
Our enterprise pricing process includes:
- Empirical Pricing Research analyzing tier/package performance, price bearing metrics, and usage patterns
- Customer Segmentation & Needs Mapping to ensure packaging aligns with segment requirements
- Market & Competitor Analysis to position offerings appropriately
- Pricing Model Benchmarking against industry best practices
- Implementation Planning with cross-functional considerations including CPQ systems, billing systems, and sales compensation
Proven Results
Our enterprise B2B SaaS pricing work has delivered tangible outcomes:
- 15-30% increases in average deal sizes
- 100% sales team adoption of new pricing models
- Successful implementation of platform fee and usage-based models
- Reduced friction and customer objections in the sales process
- Improved ability to monetize new strategic features
Our approach is backed by 28+ years of operational pricing leadership experience at companies including Zoom, Twilio, DocuSign, Narvar, Squarespace, and LinkedIn - giving us deep insights into the complexities of enterprise pricing including CPQ systems, engineering feature flags, billing systems, and sales compensation adjustments.