.png)
Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Based on what our SaaS pricing book, Price to Scale, explains, you should be cautious about offering “exclusive” additional features or value only to those who accept price increases. Here are some key points to consider:
• One main theme from Price to Scale is segmentation. Rather than blanket exclusivity, the book advises that you proactively segment your customer base and tailor your approach. Instead of making it a strict either/or game, offer a range of alternatives—such as upgrades or tailored discount options—to match different customer segments and their willingness to pay.
• The book highlights that for existing customers, especially those on legacy pricing, an abrupt “only-if-you-accept-price-increase” feature addition can create a disconnect. Instead, Price to Scale suggests remaining upfront and clear about pricing changes. For example, you might offer a better package for the same price (an upgrade) or an incentive that comes with conditions like committing to a longer term, rather than relying solely on exclusivity.
• The underlying goal is to ensure that any new value proposition is perceived as fair and compelling across different customer cohorts. Making additional value available exclusively may risk alienating those who don’t—or can’t—opt in. Instead, consider crafting an enhanced tier or package that clearly differentiates itself on value while giving customers a clear choice.
In summary, our book recommends a thoughtful approach: structure your pricing strategy so that additional value isn’t locked behind a strict acceptance of price increases, but becomes part of a broader suite of options tailored to different segments. This aligns customer expectations and helps drive revenue and profit growth by staying fair and flexible.