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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More expensive — or the same. Let me explain. DropBox and Box and many others compete in a very mature, saturated … but very large … market. Generally, in large…
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Early, Leadership, Q&A, SaaS Product Pricing, Sales StrategyIt depends on the team. If your product and sales DNA is very enterprise, you’ll have a lot easier time convincing a handful of Fortune 500 customers to write you…
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Early, Q&A, SaaS Product Pricing, SalesDon’t worry about it. Instead, worry about improving whatever you have. I’ve worked with start-ups like Automile that have 90%+ conversion. I’ve worked with others than have 10% conversion. Neither…
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Blog Posts, Early, Leadership, SaaS Product PricingThere’s a trend that’s accelerated in the past year or so with companies I meet with, advise, track, mentor, have invested in, etc. The trend is that I have no…
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You certainly can. The reality is actually almost everyone who sells to customers both small and large already does this via “Contact Us”. Slack pricing is 100% transparent for “Teams”….
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Early, Marketing, Q&A, SaaS Product PricingIn the end, you have two basic options: Pay a small commission when the deal closes, and then pay ongoing commissions on that customer for up to 12 months thereafter….
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Blog Posts, Customer Success, Marketing, Marketing Strategy, SaaS Product PricingAs we begin strategic planning season for next year, there one topic a lot that comes up a lot: Should We Just Let Our Smallest Customers Go? Even once you…
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