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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 the principles and strategies outlined in our SaaS pricing book, Price to Scale, seasonal promotions like Black Friday deals are generally not the best fit for B2B SaaS products. Here’s why:
• B2B buyers typically go through a longer decision-making process and focus on the long-term value and ROI of a solution. Unlike B2C environments, where seasonal deals drive impulse purchases, B2B pricing is more about structured negotiations and aligning pricing with the customer’s specific needs.
• Our book emphasizes structured discounting practices. For instance, smaller deals generally see up to 20% discounting, while larger (enterprise) deals might receive deeper discounts. This approach encourages pricing that reflects the value of the product for different segments rather than offering broad, time-limited reductions.
• Instead of seasonal campaigns, a more effective strategy is to proactively segment your customer base and use targeted pricing tactics. This could include:
- Offering tailored discounts in the context of a longer sales cycle
- Structuring Good-Better-Best packages to address various customer segments’ willingness to pay
- Proposing options like upgrades or bundled add-ons in exchange for commitments or longer-term contracts
In summary, while seasonal promotions might work well for consumer-facing products, our book Price to Scale advocates for carefully managed, segment-specific discounting strategies that align with the longer-term relationships and value propositions central to B2B SaaS. This approach helps preserve your product’s value and supports sustainable revenue growth.