4 Pivotal GTM Moments
for Evaluating Your Pricing

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Table of Contents

1. Existing Product Sales Are Stalled or Slowing
2. Product Enhancements Are Outpacing the Pricing Model
3. You’re Launching a New Product
4. Merger or Acquisition Integration

When is the right time to reevaluate your pricing and packaging? The short answer is “often.” And certainly at pivotal go-to-market (GTM) moments. These are inflection points where your selling motion, buyer landscape, or product positioning shifts enough that your existing monetization strategy starts to fall out of sync. Provided you’ve had the bandwidth to pay attention.

At Software Pricing Partners (SPP), we don’t think you should leave it to chance. We believe GTM inflection points are the perfect opportunities to reassess pricing and packaging. And can be invaluable toward ensuring they support how you sell now, not how you used to sell.

In this eBook, we’ll focus on four pivotal GTM moments where a thoughtful pricing evaluation can unlock new revenue, eliminate hidden friction, and empower your teams to go to market with confidence. Each moment is a chance to pressure-test whether your pricing framework is helping, or hindering, your ability to grow.

By the end of this eBook, you’ll have a sharper sense of when GTM inflection points demand pricing attention—and why pricing should be treated as a dynamic system, not a static milestone.

These GTM moments aren’t abstract theories. They’re real, practical situations that every SaaS company faces. A competitor adjusts their pricing strategy, a PE firm challenges your margin assumptions, or your own sales motion evolves into new territory. In each case, what worked yesterday might no longer support how you need to win today.

4 pivotal points.

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1. Existing Product Sales Are Stalled or Slowing

When sales start to stall, pricing often gets blamed. But this is one of those times when it probably should be. Or at least take the position as one of the smartest places to look first. Pricing and packaging sit smack in the intersection of product, sales, marketing and customer expectations. When momentum slows, it’s often a sign that your offer may no longer align with how customers perceive value now. Not when you originally designed it.

Stalled growth might show up as longer sales cycles, rising discount pressure, shrinking win rates, or less expansion from existing customers. It might be due to increased competition, market shifts, product limitations or fatigue, or a GTM strategy that hasn’t kept pace in keeping customers informed of new innovations. Whatever the cause, pricing is where those issues tend to surface first.

This is exactly when you want to step back and evaluate whether your pricing and packaging align with where your product is today, and where it’s headed in the near term. Not how it looked when the current model was first launched.

Get Instant Access To The Full Ebook

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