SaaS-Focused Pricing Support

In response to the significant and growing importance of the SaaS business model and the unique pricing challenges associated with SaaS, MarketShare has developed two offerings specifically focused on SaaS: one for established vendors adding a SaaS offering, the other for SaaS start ups. Key elements of those offerings are described below.

Support for Companies Adding a SaaS Offering or Transitioning to SaaS

For software vendors considering the addition of a SaaS offering to the product lineup or moving completely to the SaaS delivery model...

Engagement Deliverables

Objective, third-party review of the following elements of a SaaS deployment plan

• Price structure, packaging, and price points for SaaS entry products / bundles and the fit with ...
  • customer benefits
  • perpetual offering (if transitioning)
  • current distribution channels
• Product and packaging roadmap and its ability to ...
  • build loyalty/stickiness
  • increase customer value/revenues
• Projected SaaS economics including...
  • revenue model for new customer acquisition and viral growth
  • key cost components – hosting, marketing, sales
• Other areas pursued on an as-needed basis
  • value arguments for near-term benefits and long-term advantages
  • indirect channel plans, including pricing
  • dealing with large, one-off opportunities
  • addressing SaaS-specific sales compensation issues and opportunities

Support for SaaS Start-Ups

For early-stage or emerging software vendor that need to complete or validate their packaging and pricing...

Engagement Deliverables

• Business plan or business model review
• Assessment of how well current packaging and pricing of initial product(s) fit with ...
• customer benefits
• market entry strategy
• current distribution channels
• Review packaging and pricing strategy and balance between ...
  • rapid market entry with long-term revenues and profits
• Other areas pursued on an as-needed basis
  • value arguments for near-term benefits and long-term advantages
  • indirect channel plans, including pricing
  • dealing with large, one-off opportunities
  • economic model for new customer acquisition and viral growth

MarketShare Unique Qualifications

> MarketShare’s sole focus is software pricing
> Significant experience dealing with the software industry, its senior executives and the issues facing these firms
> Consultancy established in 1982; Software pricing practice established in 1987
> MarketShare principals will work on the project, personalized attention

Information links

MarketShare Overview
Client list
Capabilities
Principals
Practice Areas