Willingness to Pay, The Biggest Contributor
The largest terminating factor in willingness to pay is not the customer: it’s the salesperson.
Willingness to Pay, The Biggest Contributor Read More »
SaaS
Willingness to Pay, It’s More Complicated
The complicated nature of willingness to pay (WTP) for B2B software companies and the dangers of Van Westendorp (PSM)
Willingness to Pay, It’s More Complicated Read More »
Forbes: Private Equity Playbook Often Misses the Pricing Mark with Software Acquisitions
When a private equity firm purchases a software company, customers often worry they’ll have to pay more for the same software.
Forbes: Private Equity Playbook Often Misses the Pricing Mark with Software Acquisitions Read More »
SaaS Pricing: Ditching the Smoke & Mirrors
The software industry’s legacy pricing game is rigged. The current system breeds distrust, slows down sales, and hinders true value recognition. Instead, in this article we urge a shift towards transparency.
SaaS Pricing: Ditching the Smoke & Mirrors Read More »
Forbes: Amid Turmoil, Software Leaders Must Rethink Their Pricing Assumptions
In times of turmoil, customer behaviors change. This creates an ideal moment to revalidate your pricing assumptions.
Forbes: Amid Turmoil, Software Leaders Must Rethink Their Pricing Assumptions Read More »
Forbes: How Pricing Affects Selling Strategies
A summary of our recent column on Forbes detailing how pricing decisions affect B2B sales.
Forbes: How Pricing Affects Selling Strategies Read More »
Forbes: What Software Companies Get Wrong About Pricing
A summary of our recent column on Forbes detailing what software companies get wrong about pricing.
Forbes: What Software Companies Get Wrong About Pricing Read More »
SaaS Pricing Best Practices: List price or net price, which is more important?
SaaS pricing power comes from the relationship between list and net Is list price or net price more important in B2B SaaS and other software sales? Common wisdom says net price is more important since net is what software buyers pay and, thus, what they care about most. In fact, many software sellers never even
SaaS Pricing Best Practices: List price or net price, which is more important? Read More »
If you’re right pricing B2B software, you don’t have to push to close sales
How to close software deals without trying too hard What’s the best way to close a SaaS sale or other B2B software deal? Is your B2B pricing strategy helping or hurting you? The most frequently recommended sale closing methods include: There are dozens of other recommended sales techniques you can read about online and try
If you’re right pricing B2B software, you don’t have to push to close sales Read More »
Three more B2B SaaS Pricing Errors – and how to avoid them
Additional software pricing errors that zap revenue and profit In my previous post I discussed the three worst pricing errors I see B2B software companies making. Here are three more nearly as harmful to revenues and profits—and equally avoidable. Three more B2B SaaS pricing errors: 1. Layer error-propagating structures on top of pricing tiers Be
Three more B2B SaaS Pricing Errors – and how to avoid them Read More »
The three worst B2B SaaS pricing errors – and how to avoid them
These software pricing errors zap revenue and profit The number 1, absolutely worst error you can make in B2B SaaS pricing is to copy or undercut your competitor’s pricing. I’ll explain why in this blog, but first let me say I understand the motivations behind price copying and undercutting. Some software companies do it to
The three worst B2B SaaS pricing errors – and how to avoid them Read More »
Why Continuous Monetization is so Vital to the Future of your Software Company
There is a myth about pricing that software companies often let themselves believe. It involves the notion that once a customer purchases their software, the ongoing monthly price entitles the customer to all the new features and value of the product going forward. That’s the win-win beauty of the SaaS model, right? The problem is
Why Continuous Monetization is so Vital to the Future of your Software Company Read More »