Subscription Business Models: Quick Repackaging Tips

To stimulate sales in a slow market without the baggage of long-term liabilities, here’s a thought: Give your sales team the freedom to negotiate packaging options, just like they have the freedom to negotiate discounts.

The Case for Agile Pricing Processes

Customer acceptance of new software product capabilities is higher when products are developed using agile development methodologies. Are both your pricing and development processes effectively coupled together?

Pricing Process and GM’s Software Recall

General Motors recently recalled 474,000 vehicles, many of which are being returned to dealers so they can “recalibrate the software”. I wonder if they factored that into their pricing process.

Sources of Pricing Pressure

Sandhill just published a smaller research study on the five most prevalent sources of pricing pressure. Learn why selling value is still a tough challenge for software firms.

Negotiating Like a SaaS Pro

Negotiating like a SaaS pro takes a careful approach when making concessions. Do you have the correct process in place for your sales team during the critical negotiation and close part of your selling process?

3 Steps To Smarter SaaS Pricing

Jim shares three tips for developing a tiered pricing structure that clearly communicates the value of your various product options or editions on the OpenView Finance Lab blog.

Combating the Nibble

When a prospect that’s about to close asks for something (a Nibble), do you know how to combat it?

Look to the Basics to Accelerate Sales

Many executives wonder why sales aren’t coming as fast or as easily as they should – despite their best efforts to focus on the right customers with the right product and the right benefits. One possibility that’s often overlooked is at the heart of a pricing model.

7 Ways to Increase Fall Sales

The pace of business is picking up as the Fall buying season begins – making now the perfect time to get new customers. As you address this near-term opportunity, be sure to consider actions that can pave the way for future, enterprise-scale sales.

Why Trust is Crucial When Selling SaaS Solutions

How many times have you or a sales colleague wondered “Why is this deal taking so long to close?” There are many reasons but we’d like to focus on one that is rarely discussed: The customer doesn’t trust they are getting a fair deal – and maybe they don’t have enough trust in you.

The Challenges with SaaS Revenue Forecasting

Whether yours is a new SaaS business or an established business adding or moving to SaaS, revenue forecasting can be especially challenging. In more traditional pricing models, large amounts of money are paid up front and most of the customer lifetime value is realized in short order. In SaaS, however, it’s very different.

Will Virtualization End Hardware-Based Pricing Metrics?

The virtualization trend is growing and changing the software industry. Research pundits, like Gartner, predict virtualization will quickly affect how customers and vendors think about software pricing and licensing. Is your current pricing model keeping up with industry trends?