Blog Posts, SaaS Product Pricing
We’ve been running an A/B test at SaaStr for 5+ years now. As the SaaStr Annual comes up, we run 2 campaigns at the end of the month. One offers…
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Blog Posts, Early, Growth, Metrics, SaaS Product Pricing, Sales
We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly…
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Blog Posts, Customer Success, Early, SaaS Product Pricing, Sales
I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’d closed Qualcomm in Year 1 for the grand total of $10,000. Not all of Qualcomm, but…
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Blog Posts, Q&A, SaaS Product Pricing, Sales
Q: How do you re-negotiate an unlimited seat site license SaaS agreement as VP of Sales? Or even just a “bad” contract you gave to a very early customer that…
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Blog Posts, Early, Marketing, Q&A, SaaS Product Pricing, Sales
Q: Dear SaaStr: Should I Publish My Pricing? If you aren’t sure — then yes. Transparent pricing has many advantages: It makes the sales process simpler. It allows prospects and…
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Blog Posts, SaaS Product Pricing, Scale
So many curious things have happened as Cloud and SaaS companies have exploded to $2T+ in market cap. One of them is a challenge to the rule that at some…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales
#1. 121% NRR from 10+ seat customers, 107% overall, ~85% from smallest customers. A super-helpful breakdown. 65% of its revenue comes from 10+ seat deals and they have 121% NRR….
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Blog Posts, SaaS Product Pricing, Scale
A lot of us SaaS older timers don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. So many startups…
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Blog Posts, Marketing, SaaS Product Pricing
A few years back, a very wise VC asked me what I thought about a small but scrappy competitor in the space of my last company, Adobe Sign / EchoSign….
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Blog Posts, Marketing, Marketing, SaaS Product Pricing
There can be nothing more frustrating in the middle-early days than when sales closes some great deal for, say, $125,000 a year … but you “knew” they could have gotten…
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Blog Posts, Marketing, SaaS Product Pricing
Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. Doing well. Both had a roughly similar make-up of customers, split between:…
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Blog Posts, Marketing, Marketing, SaaS Product Pricing
Recently I’ve been fortunate enough to meet with a number of outstanding entrepreneurs building self-service SaaS business at the bottom of the market. A customer base made up of Very…
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Blog Posts, Early, SaaS Product Pricing, Sales, Sales
Few 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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Blog Posts, Marketing, Metrics, SaaS Product Pricing
25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on…
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Blog Posts, Product, SaaS Product Pricing, Sales
One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at…
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