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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 comprehensive pricing consultation methodology, we require the following information to begin your engagement:
Business Fundamentals
- Your company's strategic objectives and growth targets
- Current pricing model structure and metrics
- Historical sales data including ARR, discounting patterns, and upsell rates
Sales and Customer Data
- Tier/package performance metrics
- Customer segmentation information
- Financial data including margins and revenue distributions
- Usage patterns and metrics across customer segments
- Churn analysis and retention metrics
Market Positioning
- Competitive landscape analysis
- Value proposition and key differentiators
- Current market positioning and target segments
Internal Stakeholder Insights
- Pain points with current pricing approach
- Sales team feedback on pricing effectiveness
- Product team input on feature prioritization and value
Our initial diagnostic phase includes comprehensive financial analysis, internal stakeholder interviews, and detailed sales data review to identify opportunities for pricing model improvements. This typically involves analyzing pricing power across geographical regions and segments, evaluating tier/package performance, and conducting usage analysis to ensure alignment with your pricing metrics.
For B2B enterprise products, we often conduct 15-20 structured interviews with a mix of clients and prospects to gather both quantitative and qualitative insights on pricing perception.
The information gathered forms the foundation of our hypotheses formulation phase, which is followed by rigorous testing before implementation. The entire end-to-end project typically takes 6-10 weeks, depending on data availability and the complexity of your pricing structure.