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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, it's generally advisable not to simply mirror competitor feature sets in your pricing tiers for direct one-to-one comparisons. Here’s why:
• Matching competitor features exactly tends to make the comparison too straightforward for customers. When prospects see a near-identical list, it can lead them to focus on small differences and may undervalue your unique strengths.
• Our book recommends a more strategic approach: rather than replicating competitors’ package names or features, innovate by differentiating your offerings. For example, if competitors use labels like “Pro” or “Elite,” consider unique names like “Premium” or “Advanced” with tailored feature sets that highlight the distinct benefits your product delivers.
• A well-organized feature grid can be an invaluable internal tool and a sales asset. It clarifies what you sell for both your team and prospects without necessarily inviting direct comparison with a competitor’s offering. This helps to ensure that your pricing remains focused on the value you bring to each customer segment.
In summary, rather than matching competitor features for direct comparisons, focus on differentiating your tiers to emphasize your unique value. This approach, as discussed in Price to Scale, ensures that your product positioning remains strong and that potential customers see the clear benefits of choosing your solution.