To craft a representative comparison for SaaS pricing, you must consider differences in price points, pricing models, deal volume, packaging, tiering strategy, usage conditions, discounts, customer relationship and competitive bidding situations, among a multitude of other factors
Author: Bryan Belanger
Introducing the Competitive SaaS Pricing Calculator Template
Comparing competitive SaaS pricing at the deal level is challenging. To craft a representative comparison, you must consider differences in price points, pricing models, deal volume, packaging, tiering strategy, usage conditions, discounts, customer relationship and competitive bidding situations, among a multitude of other factors.
This complexity is often compounded by urgency, as revenue teams demand competitive price comparisons to aid in deal support and shaping of competitive bids.
Navigating this complexity requires a consistent framework. To help B2B SaaS vendors of all sizes create consistent, effective competitive comparisons, XaaS Pricing has created the Competitive SaaS Pricing Calculator Template.
How do I use this template?
XaaS Pricing’s Competitive SaaS Pricing Calculator Template is divided into a handful of key sections and workflows:
Data Tab: To create a competitive comparison, you need to start with a foundation of competitive data. The template pulls from a raw data set with standard fields and columns aligning to XaaS Pricing’s recommended pricing taxonomy. Data can be imported directly from XaaS Pricing, another data source, and/or collected and compiled manually for the competitors that are of interest for benchmarking. The template is set up for comparison of five competitors but can be expanded or contracted as required.
Comparison Drivers: The calculator pulls from a set of key inputs related to the characteristics of a given deal requiring comparison. This includes the use case to be compared (for example, an individual plan, team plan or enterprise-level plan being compared) as well as the deal sizing to be compared (for example, a deployment of 100 or 1,000 seats).
Analysis: After the raw data is entered and drivers are inputted, the calculator computes monthly and annual unit and total list and net pricing for your company versus competitors. The model calculates a percentage difference in pricing and provides a dashboard tab with prebuilt graphs that can be used for presentations internally and/or to customers.
Similar to software products, XaaS Pricing’s Competitive SaaS Pricing Calculator Template is never “finished.” In fact, it’s quite the opposite. The current version of the calculator is what we consider the MVP version. We’ll be iterating on this template monthly to add more features and points of comparisons to evolve it into a singular platform for creating competitive pricing analyses. Over time, we’ll transpose those features and others directly into the XaaSPricing Intelligence Platform.
Here are a few of the areas where we plan to extend the calculator in upcoming interactions:
A dashboard tool for comparing competitors’ usage factors and limits by plan and for identifying comparative triggers that require plan upgrades for competitors
Discounting tables by deal size based on market data to use as standard inputs in the discounting section, in the absence of direct competitive data
Assumptions and drivers for deal scenario factors that can impact net pricing, such as customer relationship, greenfield deal versus renewal, and multiyear terms
Expanded usage-based pricing calculator
Localization and currency translation
Anything else come to mind that would be valuable? Let us know!
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If you are interested in accessing competitive and market data at scale, on-demand to inform competitive and market comparisons, check out our XaaSPricing Intelligence Platform. We are currently in open beta and enrolling new users daily.
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