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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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Below is a concise answer based on our saas pricing book, Price to Scale:
• The book explains that enterprise customers typically demand a modular, tailored approach rather than a one-size-fits-all pricing model. Rather than simply listing pre-packaged pricing on your website, you should work with them to create customized solutions that reflect their unique software needs, desired flexibility, and varied price sensitivities.
• For enterprise pricing, the strategy often revolves around an Enterprise License Agreement (ELA) model. This allows you to bundle products or software offerings in an all-inclusive “all-you-can-eat” package. In doing so, you can offer the flexibility to let customers pick and choose the components they need while also accommodating industry-specific requirements and varying budgets.
• The book also contrasts this approach with the “good – better – best” packaging more commonly used for mid-market segments. For enterprise customers—especially those in different industries where budgets vary significantly—a discrete pricing model that is negotiated during the sales process is usually more effective. This ensures that the pricing can be finely tuned to the customer’s specific value perception and requirements, rather than forcing them into a pre-set package.
In summary, our pricing strategy book, Price to Scale, advises a modular and consultative pricing approach for enterprise customers. This method allows you to tailor the solution for each client’s industry and budget, ensuring you capture the full value your product offers while meeting individual customer needs.