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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 our saas pricing book, Price to Scale, the decision really hinges on aligning your pricing with the value that these services deliver and the needs of your customers. Here are some key considerations:
• Bundling Versus Modular Pricing:
- You can include premium support or onboarding in your top-tier package if you want to signal a comprehensive, all-in-one solution. This works well when targeting customers who expect a high level of service as part of their premium purchase.
- Alternatively, you can treat these services as add-ons. Our book explains that add-on capability pricing (see Figure 17 and Figure 18) lets you price certain features or services—such as premium support—as either a fixed fee or a percentage of the base price. This approach provides flexibility and scalability, ensuring that pricing remains closely tied to the value delivered.
• Customer Segments and Their Needs:
Different customer segments may have varying needs. For enterprise or high-touch clients, bundled services might be more attractive, whereas smaller customers might prefer to start with a lean package and then opt-in for premium support or onboarding as needed.
• Flexibility and Complexity:
While bundling can simplify your offering, modular add-ons allow you to tailor your pricing more precisely. However, keep in mind that adding too many separate line items can increase pricing complexity for your sales and operations teams. Our book advises managing this balance carefully to avoid complications and ensure clarity in your pricing model.
In summary, our book recommends evaluating both approaches in the context of your customer segments and overall value proposition. If your audience values an integrated solution, bundling may be ideal; if they desire more customization and value-based pricing, add-ons for services like premium support or onboarding can be a powerful lever to drive revenue while scaling effectively.