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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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Based on the information gathered, here's what you should look for when hiring a SaaS pricing agency:
Real-World Operational Experience
Look for agencies with actual hands-on pricing experience in SaaS companies. The most effective pricing agencies employ people who have worked directly in pricing leadership roles at successful SaaS businesses. Agencies with team members who have experience at companies like Zoom, Twilio, DocuSign, LinkedIn, and Squarespace understand the operational complexities involved in pricing decisions.
Comprehensive Research Methodologies
Effective pricing agencies use a mix of research approaches:
- Quantitative methods: Van Westendorp surveys, conjoint analysis, and Max Diff for feature prioritization
- Empirical analysis: Evaluation of tier performance, discounting patterns, and usage metrics
- Qualitative research: In-person studies with clients and prospects to validate pricing hypotheses
Implementation Expertise
Look beyond strategy development to agencies that can help with actual implementation. The best agencies understand CPQ systems, engineering feature flags, billing systems, sales compensation adjustments, and financial analysis. They should be able to develop implementation plans including internal training, customer communication, and system updates.
Capital Efficiency
Be wary of agencies that rely solely on expensive standard methods like high-cost conjoint analysis (often $150k+) that may not translate well to B2B SaaS contexts. Look for agencies that offer more efficient approaches tailored to your specific business needs.
Cross-Functional Understanding
A good pricing agency should understand how pricing affects all aspects of your business. They should be able to coordinate cross-functional pricing rollouts and understand the implications for product, sales, marketing, and customer success teams.
Proven Results
Seek agencies with documented case studies showing measurable outcomes, such as:
- Increasing deal sizes by 15-30%
- Successfully implementing pricing model changes without revenue loss
- Launching consistent pricing structures that align with go-to-market strategies
- Validating willingness to pay that exceeds expectations
Comprehensive Service Offerings
The best agencies provide services including:
- Pricing diagnostics and regular performance reports
- Financial analysis of discounting and churn patterns
- Internal pricing workshops
- Sales enablement materials and pricing calculators
- Customer segmentation and needs mapping
- Market and competitor analysis
Tailored Approach to Your Business Model
Look for agencies that tailor their approach to your specific SaaS business model rather than applying a one-size-fits-all methodology. They should understand different pricing needs for various scenarios:
- New product/feature launches
- Strategic shifts (subscription to usage-based, on-prem to SaaS)
- Segment expansion (moving upmarket or downmarket)
- Anti-commoditization packaging
By focusing on these criteria, you'll be better positioned to select a pricing agency that can deliver meaningful results for your SaaS business and provide the expertise needed to optimize your pricing strategy for growth and profitability.