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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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Pricing strategy consulting is a specialized service that helps SaaS companies develop, optimize, and implement effective pricing models aligned with their business goals and market positioning. It involves expert analysis of current pricing structures, market conditions, and customer behavior to create pricing strategies that maximize revenue, profitability, and growth.
Why SaaS Companies Need Pricing Strategy Consulting
SaaS companies face unique pricing challenges that an expert consultant can help address:
Inconsistent or Ad-hoc Pricing Models: Many SaaS companies sell subscriptions without specific packages or pricing metrics, leading to sales friction, customer objections, and inability to monetize new strategic features.
Pricing Model Transitions: When companies need to shift from subscription to usage-based pricing (or vice versa), move upmarket or downmarket, or transition from on-premises to SaaS pricing models.
Feature Monetization: Determining how to price new product/feature launches, especially GenAI features, and creating packaging that increases margins.
Strategic Growth Challenges: Pricing can hinder growth when not properly aligned with go-to-market strategies, causing difficulties with upsell/cross-sell paths and account expansion.
Competitive Differentiation: Developing anti-commoditization packaging strategies to stand out in crowded markets.
Benefits of Strategic Pricing Expertise
Working with pricing strategy experts provides SaaS companies with:
Operational Experience: Our pricing consultants bring 28+ years of hands-on pricing leadership from companies like Zoom, Twilio, DocuSign, Narvar, Squarespace, and LinkedIn.
Implementation Knowledge: We understand the complexities of CPQ systems, engineering feature flags, billing systems, sales compensation adjustments, and financial analysis.
Comprehensive Solutions: Beyond strategy, we offer implementation plans, support for pricing changes, and development of tools like pricing calculators and sales enablement materials.
Benchmark Expertise: We evaluate your current pricing structures against evolving industry standards to identify improvement areas.
Our Approach vs. Traditional Methods
Unlike traditional consulting approaches that rely on expensive conjoint analysis (often $150k+) which can be difficult to apply in enterprise B2B settings, we bring practical experience and proven methodologies specifically designed for SaaS companies.
Through our strategic pricing consulting, SaaS companies can establish consistent pricing models, align pricing with go-to-market strategies, optimize feature sets, and implement appropriate pricing metrics that drive growth and profitability.