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Estd 4.22.2023
Based on the insights shared in our SaaS pricing book, Price to Scale, here’s how you can decide on which additional value or features to include in an enterprise plan:
Directly address enterprise needs
• Start by understanding the specific use cases and pain points that enterprise customers face. For instance, features like SSO, advanced security, custom integrations, and dedicated support are often critical for larger organizations.
• Estimate the importance of these functionalities among your enterprise prospects compared to other segments. As noted in our book, not every customer segment will value these additions equally.Leverage structured pricing frameworks
• The book discusses approaches like Good-Better-Best packaging and a modular pricing strategy. With Good-Better-Best, you might bundle more advanced or premium features into an enterprise package, ensuring that the features match the higher price point.
• Alternatively, using a modular approach allows you to attribute specific value to each feature. This method can help you determine which modules are must-haves as part of the core enterprise plan and which could be offered as add-ons.Avoid overcomplicating your offering
• The book warns against indiscriminately bundling every feature into a high-end package. Overloading your enterprise plan with features not directly aligned with what enterprise customers truly need can lead to unsold “shelfware” or result in price-sensitive decision making.
• Instead, focus on creating value-added functionality that clearly differentiates your product from commoditized offerings and addresses the critical needs of enterprise users.Evaluate competitive differentiation
• Consider whether these advanced features set you apart from competitors. Often, companies start by offering premium elements that their larger competitors might not have, such as specialized integrations or advanced security protocols.
In summary, the key is to deeply understand the value enterprise customers place on these functionalities, align them with common enterprise use cases, and decide whether these features belong in your base enterprise package or as optional add-ons. This thoughtful, tiered approach ensures your enterprise plan is both competitively attractive and profitable.