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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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Our typical pricing strategy consulting engagements follow a structured approach designed to deliver actionable pricing improvements. We offer two main engagement models:
One-Time Pricing Revamp Project
A complete pricing strategy project typically spans 6-10 weeks, depending on research complexity, stakeholder alignment needs, and data availability. The process is divided into two main phases:
Hypotheses Formulation Phase
- Pricing Diagnostic: Comprehensive analysis of your current pricing model, including financial analysis, stakeholder interviews, and sales data review
- Customer Segmentation: Identifying distinct customer segments and mapping value delivery to each segment
- Market & Competitor Analysis: Thorough examination of competitor pricing models
- Internal Pricing Workshops: Collaborative sessions focused on packaging, pricing metrics, and price points to develop new hypotheses
Testing & Launch Phase
- Customer WTP Research: Surveys and interviews to assess value perception and price sensitivity
- Market Research & Testing: Validation through quantitative and qualitative approaches
- Design of New Pricing Model: Development of a tailored pricing structure (tiered, usage-based, etc.) aligned with business goals
- Benchmark to Best Practice: Evaluation against evolving industry standards
Additional Implementation Support
- Implementation Plan: Detailed roadmap for rollout, including training, communication, and system updates
- Tooling & Enablement: Development of pricing calculators and sales enablement materials
- Implementation Support: Assistance with pricing change rollout and internal training
Outsourced Pricing Research Function
For companies seeking ongoing pricing support, we offer:
- Quarterly Pricing Performance Reports: Analysis by tier/package/product line on metrics like ARR, discounting, and upsell rates
- Financial/Discounting/Churn Analysis: On-demand analysis for ongoing business needs
- Regular Market & Competitor Analysis: Continuous monitoring of competitive pricing landscapes
Our approach is distinguished by 28+ years of operational pricing leadership experience at companies like Zoom, Twilio, DocuSign, LinkedIn, and Squarespace. We bring hands-on expertise in managing the complexities of pricing systems, sales compensation adjustments, and cross-functional pricing implementations.