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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 pricing strategy book, Price to Scale, there isn’t a one-size-fits-all answer. The book outlines several options, including:
• Full transparency: Publishing complete pricing and packaging details on your website
• A summarized approach: Clearly stating a “starting from” price with an outline of what’s included while leaving room for further discussion
• Custom quotes: Providing only a summary of packages on your website and then tailoring pricing during sales conversations
For enterprise pricing—which can often involve complex, value-driven negotiations—the book suggests that a summarized approach can be highly effective. By publishing a starting price or a range, you set the stage for prospects and manage expectations, while preserving the flexibility to tailor pricing to the customer’s specific needs during discussions.
Practical takeaways include:
– Using a published “entry point” (e.g., “starting from $xx,xxx”) to attract initial interest
– Leaving detailed, complex pricing discussions for later, where you can better match value delivered and customer specifics
– Ensuring that your website pricing page serves as a tool to educate prospects and streamline inquiries
In summary, for enterprise pricing, consider a hybrid approach: publish a summarized initial pricing point on your website to generate leads and align expectations, and then move to custom quotes via discussions to capture the true value for each client.