Raj Khera’s list above/below is a great one and I can’t add any more value to it. Just one meta-learning: guide your customers to buying the right edition for them….
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There are many debates around the pro and cons of transparency pricing. Certainly, if you are selling a $500k+ ACV product, there’s probably no need to have transparent pricing, and…
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Career Growth & Advice, Leadership, Podcasts, SaaS Product Pricing, Sales Strategy, ScaleMark Godley is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding…
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Customer Success, Early, Leadership, Marketing Strategy, Q&A, SaaS Product PricingSome ideas: Find a truly great co-founder. Slow down. There is too much to do in SaaS — sales, customer success, product, engineering, demand gen, etc. If you don’t have…
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Early, Q&A, SaaS Product Pricing, Sales, Sales StrategyI’ve lived it. The simplest answer is usually to copy the pricing from the closest public company you can find that is vaguely similar. It’s OK you are doing something…
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First — you don’t want a true net discount at all. What I mean what you want is a pricing structure that anticipates discounts so the net effect is revenue…
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Blog Posts, Early, Marketing Strategy, SaaS Product PricingWay back in 2012, in the early days of SaaStr, we wrote a piece challenging everyone out there who dreamed of going freemium in SaaS. That’d you’d need at least…
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Growth, Q&A, SaaS Product Pricing, Sales, Sales StrategyThis is answering the other “side” of the question, but I strongly recommend SaaS vendors do not attempt to enforce auto-renewals … other than by shutting off the service. Auto-renewals…
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Growth, Q&A, SaaS Product Pricing, Sales, Sales StrategyI’ve evolved my thinking here. SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. Almost…
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Customer Success, Growth, Q&A, SaaS Product Pricing, Sales StrategyMy vote: don’t raise prices for existing customers. At least, not usually. Because it won’t matter. Think of a start-up growing quickly: $100k in revenue Year 1 $1m in Year…
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Blog Posts, SaaS Product Pricing, SaaStr EventsThe other day our great friends at Heavybit invited me to moderate a pricing session at their terrific Pricing Strategy conference. It was a very honest discussion on the learnings…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales StrategyFew things will frustrate you more in the early days than long sales cycles on bigger deals. A great logo will come in … but they’ll talk about maybe deploying…
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Growth, Metrics, SaaS Product Pricing, Sales, VideosHow do you successfully transition from a freemium model to serving enterprise clients? For Karl Sun, CEO of Lucid Chart, and Dan Cook, VP Sales of Lucid Chart, they had…
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Early, Q&A, SaaS Product Pricing, Sales, Sales StrategyNo. But maybe $9 or $19/month might be better. You usually will learn a lot more from paid customers than free users, so when in doubt, charge. But $1? I…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales StrategyA curious thing happened on the way to SaaS in 2017. Everyone became an expert in churn. Your churn rate should be 0.123909% per month. It should be net negative. …
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