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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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Now I have more context about multi-product SaaS pricing approaches. Let me provide a comprehensive answer:
Effective pricing for multi-product SaaS companies requires strategic package rationalization, feature mapping, and aligned pricing metrics. Our approach focuses on creating coherent structures that optimize revenue while simplifying the customer journey.
Package Rationalization
The key to multi-product pricing is consolidating your offering into logical, value-based packages:
- Evaluate your current product portfolio and identify natural groupings that align with customer segments
- Reduce complexity by merging overlapping packages (as demonstrated in our case study where we rationalized 12 packages to 5 core offerings across 3 product lines)
- Align packaging with your go-to-market strategy, particularly for enterprise sales motions
Feature Mapping and Allocation
Strategic feature mapping across products ensures each package delivers distinct value:
- Map features across your product portfolio based on customer value rather than development cost
- Create clear differentiation between package tiers to drive upsells
- Reserve high-value features for premium tiers while ensuring base packages remain compelling
Pricing Metrics Selection
Multi-product companies benefit from consistent, scalable pricing metrics:
- Implement combination metrics that tie pricing to both usage and value (such as users + company revenue)
- Ensure metrics align with how customers derive value across your entire product portfolio
- Analyze usage patterns to identify metrics that correlate with customer success
Implementation Approach
Rolling out multi-product pricing requires careful coordination:
- Start with empirical pricing research across package performance and price bearing metrics
- Benchmark your pricing structures against evolving industry standards
- Create comprehensive enablement tools including pricing calculators and sales materials
- Develop clear internal training to ensure organizational alignment
Our methodology has consistently delivered results, including 15-30% increases in average deal size and significant improvements in sales efficiency across complex multi-product portfolios.