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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 handling billing and invoicing for complex pricing models involves a comprehensive implementation strategy that addresses both technical and organizational considerations.
Implementation Strategy
We develop a detailed roadmap for implementing complex pricing models that includes:
System Integration - We help configure your billing systems, CPQ (Configure, Price, Quote) tools, and product metering to work seamlessly with complex pricing structures including usage-based, tiered, and hybrid models.
Guard Rails Implementation - For usage-based models, we implement platform fee guard rails and other mechanisms to protect revenue stability while allowing for flexibility.
Financial Analysis - We conduct thorough financial modeling to prevent revenue drawdown when transitioning to new pricing models, as demonstrated in our Twilio case study where we prevented a potential 50% revenue reduction.
Tooling & Enablement
Our approach includes:
- Development of pricing calculators that accurately reflect complex pricing structures
- Sales enablement materials that help teams understand and effectively sell complex pricing models
- Training programs for internal teams to ensure organizational alignment
- Customer communication strategies to clearly explain pricing changes
Case Study Examples
Digital Communication SaaS Leader (Twilio)
When implementing usage-based pricing ($/voice minute and $/message) for their Contact Center BU, we:
- Implemented usage-based pricing with platform fee guard rails
- Eliminated potential revenue drawdown through careful structure design
- Successfully configured GTM systems across product metering, billing, CPQ, and sales compensation calculations
IT Infrastructure Management Software
For a $10M ARR SaaS company that was selling lump sum subscriptions without specific pricing metrics, we:
- Created a structured pricing model with clear metrics
- Developed a combination pricing metric based on users and company revenue
- Rationalized their product packages from four to two with remapped feature-sets
Our Advantage
Our 28+ years of operational experience in pricing leadership at companies like Zoom, Twilio, DocuSign, and LinkedIn provides us with practical knowledge of the complexities involved in managing CPQ systems, engineering feature flags, billing systems, and sales compensation adjustments. Unlike consultants with purely theoretical knowledge, we bring real-world experience implementing complex pricing models across systems and teams.
Through our implementation support services, we ensure a smooth transition to new pricing models while maintaining revenue integrity and customer satisfaction.