What's the best way to research and monitor competitor pricing when it's not publicly available?

Based on our saas pricing book, Price to Scale, when competitor pricing isn’t publicly available the best approach is to combine indirect research with targeted primary research. Here are several strategies recommended by the book’s approach:

• Use indirect market intelligence:
 – Rely on third‐party reports and industry benchmarks to get a sense of general competitive pricing trends.
 – Leverage firmographic data (similar to the tactics used to identify product‐market fit) to infer pricing levels in market segments similar to yours.

• Gather insights from your own market interactions:
 – Talk with prospects and current customers and ask about their experiences with alternative solutions—without asking for confidential data, you can get hints about price ranges and value perceptions.
 – Use your sales team’s field insights, which can often reveal qualitative data about competitors’ pricing approaches during sales conversations.

• Consider indirect competitor research:
 – Monitor competitor marketing materials, case studies, and value statements. Often, even if the exact figures aren’t shared, you can decipher whether they’re aiming for premium pricing or a more value-based model.
 – Engage with industry analysts and partners who might have access to more detailed market insights.

In essence, our book encourages a mix of third-party research, indirect market intelligence, and firsthand market conversations to piece together a coherent view of competitor pricing. This approach not only fills in the gaps when direct data isn’t available, but it also helps position your pricing strategy in a more market-informed and contextually relevant light.

In summary, if competitor pricing aren’t nailed down publicly, gather indirect data and validate it through customer and market interactions to inform your pricing decisions effectively.

Get Started with Pricing-as-a-Service

Join companies like Zoom, DocuSign, and Twilio using our systematic pricing approach to increase revenue by 12-40% year-over-year.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.