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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 book, Price to Scale, it's clear that including a detailed feature comparison grid can be extremely valuable in reducing confusion and streamlining your sales process. Here’s a concise breakdown:
• Direct Answer:
Our book advises that having a detailed feature comparison—presented in a simplified grid—is often beneficial. This allows your team and customers to quickly see what’s included in each pricing tier, while also handling common queries like "What’s in the elite plan?" or "Does this work in Europe?"
• Guidance from Price to Scale:
In Price to Scale (see page 97), a detailed grid is shown listing not only features but also geographic availability, constraints, and integration notes. The benefit of such a table is twofold:
- It offers clarity on the product offerings and ensures everyone in the company is on the same page.
- It reduces the volume of ad-hoc questions during sales motions, as customers can readily compare what each package delivers.
• Practical Considerations:
While the detailed grid is a great tool, the book also presents several options (page 99). You can choose to:
- Publish full pricing and packaging information, or
- Share a summarized version while leaving more complex questions for sales conversations.
For many SaaS businesses, a simplified version of a detailed feature grid—a clear, easy-to-update table—strike the right balance between transparency and simplicity.
• Takeaway:
In summary, our pricing strategy book, Price to Scale, recommends using a detailed yet simplified comparison table to clarify your offerings, as it not only helps in answering frequently asked questions but also drives improvements in your website’s product pages and supports sales efficiency.
Decide based on your target segment and the complexity of your offerings—ensuring that whatever format you choose, it provides the clear, actionable information your prospects need.