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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 experience spans multiple industries and market segments, with particular depth in B2B SaaS and enterprise technology. We've successfully delivered transformative pricing strategies across various sectors, including:
Enterprise Technology
- Cybersecurity: We helped a $100M ARR cybersecurity leader validate new product positioning and pricing strategy, achieving 20-30% higher willingness-to-pay than expected for their new product lines.
- IT Infrastructure Management: For a $10M ARR software company, we developed their first consistent pricing model, aligning pricing with go-to-market strategy and implementing a combination pricing metric of users and company revenue.
E-Commerce
- Customer Experience SaaS: We revamped pricing and packaging for a $30-40M ARR e-commerce CX platform, resulting in 15-30% increase in average deal sizes with 100% sales team adoption.
Industry-Specific Expertise
Our methodology has been successfully applied across diverse market segments through our specialized approaches:
- B2B Enterprise: We conduct in-person qualitative research with 15-20 clients and prospects using structured interviews that combine quantitative and qualitative questions.
- Segment-specific packaging: Our 5-step packaging approach ensures solutions are tailored to specific market segments, capturing upside from high willingness-to-pay customers.
Cross-Industry Experience
Our team brings operational expertise from leading technology companies including Zoom, Twilio, DocuSign, Narvar, Squarespace, and LinkedIn. This hands-on experience gives us unique insight into the complexities of:
- CPQ systems implementation
- Engineering feature flags
- Billing systems integration
- Sales compensation adjustments
- Cross-functional pricing rollouts
For each engagement, we conduct deep customer segmentation and needs mapping to ensure our pricing strategies align perfectly with your specific industry requirements and customer expectations.