.png)
Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
When selecting a SaaS pricing strategy consultant, you should focus on several key qualifications that will distinguish truly effective advisors from those who may lack the necessary expertise:
Operational Experience vs. Pure Consulting Background
Look for consultants with hands-on operational experience in SaaS companies. The best consultants have:
- Real-world pricing leadership experience at SaaS companies
- At least several years of operational experience managing cross-functional pricing rollouts
- Practical knowledge of the complex systems involved (CPQ systems, engineering feature flags, billing systems)
- Understanding of sales compensation adjustments and financial analysis
Avoid consultants who have primarily theoretical knowledge but lack direct operational experience implementing pricing strategies in SaaS environments.
Industry-Specific Expertise
Seek consultants with specific expertise in:
- SaaS business models and their unique pricing challenges
- Experience with companies at your stage of growth
- Familiarity with your target markets (enterprise, mid-market, SMB)
- Product and marketing background, not just pricing specialization
Research and Methodology Approach
Evaluate their research methodology:
- Do they use agile, tailored research approaches or rigid, one-size-fits-all methods?
- Can they adapt their methodology to your specific business context?
- Do they offer a blend of quantitative and qualitative research methods?
- Are they able to conduct in-person qualitative studies with customers/prospects?
Comprehensive Service Offerings
The consultant should offer services that cover:
- Pricing diagnostics and benchmarking
- Financial and discounting analysis
- Segmentation and needs mapping
- Implementation planning and support
- Tooling and enablement (pricing calculators, sales enablement materials)
- Internal workshop facilitation
Proven Track Record
Request case studies and references:
- Look for examples where they've solved similar pricing challenges
- Ask for measurable results (increased deal size, improved sales adoption, reduced friction)
- Check testimonials from companies similar to yours
Strategic Alignment
Ensure they understand how pricing connects to broader business strategy:
- Ability to align pricing with your go-to-market strategy
- Experience with pricing model transitions (subscription to usage, moving upmarket, etc.)
- Strategic approach to packaging for margin increase or anti-commoditization
Cost-Effectiveness
Consider their approach to delivering value:
- Are they transparent about their pricing model?
- Do they offer capital-efficient research approaches?
- Can they tailor their engagement to your budget constraints?
By focusing on these criteria, you'll be better positioned to select a SaaS pricing strategy consultant who can deliver actionable insights and measurable improvements to your pricing model rather than just theoretical frameworks with limited practical application.