3 Business Strategy Pivots
for Evaluating Your Pricing

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Table of Contents

1. Shift from SMB to Enterprise
2. Expansion
3. Market Threats

Business Strategy Evolves. Your Pricing Should Too. Growth is rarely a straight line. As software companies scale, strategic shifts such as moving upmarket, expanding into new geographies, or reacting to market threats—are inevitable. These are more than mere operational challenges; they’re pivotal moments that can fundamentally change how your products are sold, how value is perceived, and how pricing impacts your revenue trajectory.

Thing is, many companies make these moves while assuming their current pricing model will hold. The reality? Business pivots often outpace pricing strategies, and what used to work fine can become friction points that slow growth, strain teams, or erode margin.

At Software Pricing Partners (SPP), we believe these pivotal strategy shifts should serve as deliberate checkpoints to reevaluate pricing and packaging. Aligning your monetization model with the business you’re becoming, not the one you used to be, is key to scaling efficiently, staying competitive, and protecting margin.

In this eBook, we’ll explore three strategic pivots where pricing and packaging deserve a fresh look. Each represents a key opportunity to reset, and ensure your pricing is positioned to accelerate your next phase of growth. Not hinder it.

By the end, you'll not only understand why these strategic inflection points matter, but why your pricing needs to constantly evolve alongside them.

These aren’t theoretical moments. They’re common happenings that can trip up even the most established and reputable software players. When you shift strategy, what made sense before may not make sense any longer.

3 business strategy pivots

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1. Moving Upmarket from SMB to Enterprise

Moving from serving small and midsize businesses to targeting enterprise accounts isn’t just a sales strategy shift, it’s a fundamental change in how your entire company delivers and captures value. And it’s one of the clearest moments when pricing and packaging need to evolve. Reevalution is mandatory.

At the risk of sounding obvious, we have to calibrate with candor: Enterprise buyers simply don’t behave like SMBs. They require longer sales cycles, more customization, multi-stakeholder alignment, deeper integrations, and a different level of service. If your pricing doesn’t account for that, you risk misaligning your value story, overburdening your teams, or simply losing deals that should be wins.

This is a shift that introduces key challenges. Just as much as it’s a shift that brings key opportunities.

Get Instant Access To The Full Ebook

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