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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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Post-IPO SaaS companies typically leverage comprehensive pricing support services tailored to their enterprise scale and complexity. These services generally fall into two main categories:
Outsourced Pricing Research Function
This ongoing support helps mature SaaS companies continuously optimize their pricing strategy:
- Quarterly Pricing Performance Reports: Analysis by tier/package/product line on metrics like ARR, discounting, and upsell rates
- Financial, Discounting, and Churn Analysis: Regular assessments on an ongoing business need basis
- Internal Pricing Workshops: Package refinement, pricing metric evaluation, and price point workshops
- Customer Segmentation: Identifying and mapping customer needs to capabilities
One-Time Pricing Revamp Projects
For specific pricing transformation initiatives:
- Pricing Diagnostic: Comprehensive evaluation to identify areas for pricing model improvement
- Pricing Model Benchmark: Comparison of current pricing structures against evolving industry standards
- Implementation Planning: Detailed roadmaps for rolling out new pricing strategies
- Tooling & Enablement: Development of pricing calculators and sales enablement materials
Specialized Enterprise Pricing Research
Post-IPO companies particularly benefit from:
- Tier/Package Performance Analysis: Optimizing pricing structure to align with go-to-market motion
- Price Bearing Analysis: Evaluation of pricing power across teams, regions, and segments
- Usage Analysis: Determining if product usage aligns with selected pricing metrics
These services are typically delivered by pricing consultants with operational experience in SaaS environments. Our approach emphasizes real-world operational expertise from leading SaaS companies like Zoom, Twilio, DocuSign, LinkedIn, and Squarespace rather than traditional high-cost methods like conjoint analysis, which can be difficult to apply in enterprise B2B settings.
Case studies demonstrate the effectiveness of these approaches. For example, a $3.95B digital communication SaaS leader successfully implemented usage-based pricing while preventing a potential 50% revenue reduction, and another $30-40M ARR eCommerce SaaS company achieved 15-30% increases in deal sizes through strategic pricing revamps.