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Estd 4.22.2023
Based on our saas pricing book, Price to Scale, the approach to an enterprise-tier wasn’t a reactive afterthought but rather an integral element of a thoughtful, proactive pricing strategy.
Key points include:
• Proactive Design: Rather than waiting for big companies to reach out, the pricing revamp effort acknowledged early on that the enterprise segment required a distinct approach. The model was built to offer structured guidance—like clear price curves and standardized discount ranges for the mid-market—while maintaining enough flexibility for enterprise deals. This allowed the enterprise segment to benefit from both structure and the necessary customization.
• Flexible Structuring: For enterprise customers, the approach wasn’t about a one-size-fits-all “Contact Us” pricing box. In many cases, when the standard pricing didn’t quite capture the unique value or cost structure, tailored sub-packages were created. This modular strategy ensured that enterprise clients could have packages that made sense for their specific needs, while still aligning with the overall pricing strategy.
• Sales Process Integration: As discussed in Price to Scale, the segmented approach helped the sales teams by providing clear price guidelines. For mid-market customers, it enabled effective value selling, while for enterprise accounts, it allowed room for negotiations and custom configurations. This dual strategy helped ensure that all customer segments were addressed appropriately without compromising sales velocity or consistency in the selling process.
In summary, our saas pricing book advocates for an anticipatory and flexible pricing strategy. The enterprise-tier wasn’t introduced only after being requested—it was built into the pricing model so that it could evolve naturally through customizable options while still supporting a clear, scalable pricing structure.