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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 in Price to Scale, there isn’t a “one-size-fits-all” answer—but rather a decision that should be driven by how you package value to your customers.
Here are some key considerations drawn from our book:
• Value Alignment:
Our book emphasizes aligning pricing with the total value a customer receives. If data migration and onboarding are seen as essential components of a seamless customer experience, bundling them in the subscription may simplify the buying decision. On the other hand, if these services have highly variable costs or if you want to keep the recurring price lean to emphasize immediate affordability, it might make sense to list them as separate (one-off) items.
• Cost Comparability:
In our discussion on ensuring pricing comparability (see Price to Scale, page 231), we note that small premiums can be justified in subscription models to cover additional benefits. This same principle can apply; if including onboarding in the subscription creates a bundled “service package” that adds premium value, customers may be willing to absorb that cost. Alternatively, charging separately can clearly delineate recurring subscription fees from one-time implementation expenses, helping to establish clear cost boundaries for both your team and your customers.
• Customer Expectations and Market Norms:
Consider what your target customers expect. If in your industry it’s common to see onboarding and data migration as an add-on service, offering them separately can meet market norms. However, if competitors are including these services as part of integration and long-term service value, a bundled approach may differentiate you.
In summary, our pricing strategy book invites you to weigh factors like customer perception, cost structure, and competitive context. Whether you choose to include these services in your subscription or charge them separately, the decision should reflect the overall value proposition you deliver. We recommend reviewing these points as part of your broader pricing framework in Price to Scale to select the optimal approach for your business.