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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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Recommended Tools and Platforms for Pricing Research
We recommend a comprehensive mix of quantitative, empirical, and qualitative research methods for effective pricing research:
Statistical/Quantitative Methods
- Van Westendorp Surveys: Ideal for price point measurement, helping find a range of acceptable price points through a set of 4 specific questions
- Conjoint Analysis: Used for comprehensive package identification, presenting respondents with different product configurations that vary in attributes (features, price) to understand value perception
- Max Diff Analysis: Excellent for feature prioritization, where respondents indicate which features are most and least important, resulting in relative importance scores for each attribute
Empirical Research Methods
- Pricing Power Analysis: Understanding your $/metric performance across sales teams, geographies, segments, and product lines
- Tier/Package Performance Analysis: Examines average deal size, upsell rates, discounting, and shelfware to optimize pricing and go-to-market fit
- Usage Analysis: Analyzes product usage patterns to ensure they correspond with your selected pricing metrics
Qualitative Research Methods
- In-Person Structured Interviews: Our unique approach involves interviewing 15-20 clients and prospects using a structured presentation that includes both quantitative and qualitative questions—particularly effective for B2B enterprise products
Our research approach is specifically tailored to be agile and capital-efficient, avoiding the high costs often associated with traditional pricing research methods while delivering actionable insights that align with product development cycles.
Unlike traditional pricing consultants who rely on expensive standard methods (conjoint analysis can exceed $150k and often proves difficult to apply in enterprise B2B settings), our approach focuses on customized, impactful research that delivers significant value at a lower cost.