Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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For nearly two decades, the dominant monetization model in software was per-seat subscription pricing. The model was elegant in its simplicity. You counted the number of users. You multiplied by a price per user. You billed monthly or annually. Revenue was predictable. Costs were largely fixed. Gross margins were high and stable.
Finance teams could model it in a spreadsheet. Sales teams could quote it on a napkin. Procurement teams could benchmark it against competitors.
The simplicity was not accidental. It was the product. The entire SaaS ecosystem (the billing systems, the CPQ tools, the CRM integrations, the revenue recognition frameworks, the sales compensation plans, the investor valuation models) was built around the assumption that revenue is a function of seats multiplied by price.
Expansion meant selling more seats or moving the customer to a higher tier. The unit of account was always the human user.
Join companies like Zoom, DocuSign, and Twilio using our systematic pricing approach to increase revenue by 12-40% year-over-year.