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Leveraging research to optimize account-based sales
NewsThe shift to account-based sales is a multistep journey, and each organization that employs ABC uses a slightly different version of the model
SaaS pricing and packaging in the evolving generative AI landscape
NewsDiving into the research to look at whether generative AI is the next hype wave, or a secular and disruptive trend
Generative AI will be the buzziest tech topic in 2023 — but what will monetization look like?
NewsIn this month’s report, we look at 4 noteworthy SaaS pricing topics that stood out in our research in the last month
Where should my company start with pricing?
NewsYou’re in the market with a product and customers, already running hard, and now wondering, “Where do we start with pricing?”
How are SaaS companies approaching high-ACV deals in the era of PLG?
NewsFrameworks, data and recommendations on how to explore ACV trends for your business in a methodical, research-driven manner, and extract actionable insights you can use for pricing and go-to-market strategy
Scoring our SaaS pricing predictions from the summer
NewsIn this month’s report, we look at SaaS pricing predictions in price increases, inflation and evolving pricing infrastructure
Bessemer Venture Partners recently released its 2022 report Software powering the PLG era
NewsMonetization is a key foundation of a PLG strategy, so we believe there are learnings on established and emerging best practices in PLG monetization that we can uncover from analyzing these companies and apply to SaaS more broadly
Establishing frameworks for effective SaaS pricing analysis
NewsIt can be hard to stop and really define what is product-led growth or what is a pricing model versus a pricing strategy — this is where analytical frameworks become really important
State of volume pricing in SaaS — what the data tells us and what it means for your SaaS
NewsLearn more about the 3 types of volume pricing approaches that a SaaS company can use: cumulative, single-level and package/block
You know your SaaS product value — now how do you set a price?
NewsLearn how to take value and translate that understanding of value into a determined price for your SaaS product.
3 systemic trends that will shape the future of the ‘as a Service’ industry
NewsIn our 3Q22 report we deep dive into the 3 interrelated trends that will shape the next era of ‘as a Service’.
Is SaaS ever actually priced based on customer outcomes?
NewsThe 3 types of SaaS value metrics, and the prevalence of outcome-based packaging and pricing models in SaaS
Deciphering value metrics, pricing metrics and usage fencing metrics in SaaS pricing
NewsThere is a myriad of articles out there about how to design pricing around a value metric, and for good reason — it is a critical concept in SaaS pricing
The temptation of SaaS pricing hacks — and the reality
NewsLearn more about the five SaaS pricing tactics we’re seeing mentioned in-depth across Twitter, including how to successfully use these tactics
SaaS pricing: Should you rely on willingness to pay?
NewsWillingness to pay is often cited as the predominant framework used to set pricing for your SaaS — and more broadly, XaaS — products
What is the weirdest SaaS pricing model that exists?
NewsBefore you can say which SaaS pricing model is the weirdest, you must first define “weird”
Introducing XaaS Pricing 1.0
NewsXaaS Pricing 1.0 is now generally available to founders, competitive intelligence teams and pricing strategists seeking to make better, faster pricing decisions through data
Macroeconomic uncertainty is prompting pricing-related changes in the XaaS industry
NewsIn this month’s report, we look at five major types of packaging model changes SaaS vendors are consistently making.
How to normalize product comparisons for pricing analysis [including an example]
NewsA specific, real-world competitive product comparison and normalization exercise using our product normalization model
Avoiding confusion with your SaaS pricing strategy
NewsLooking for pricing feedback on your product or a competitor’s, for your SaaS pricing strategy? Try social listening.
How do I create a competitive price comparison if my product is different from my competitors’ products?
NewsWhile important, normalizing for pricing model differences is only half of the equation — you also need to consider normalizing the product comparisons you are making.
How XaaS companies are adapting to the threat of recession
NewsIn this month’s report, we look at how XaaS companies are adapting to the threat of recession and aligning pricing and packaging strategies accordingly.
What we can learn from the world’s first SaaS pricing page
NewsBy assessing changes in pricing and positioning over time, you can diagnose how the company’s value proposition has evolved and how the company has aimed to articulate and capture that value through its pricing.
10 insights on B2B SaaS pricing from GitLab’s pricing strategy
NewsGitLab’s Open Strategy model makes it hard to beat the company as a case study for learning about pricing strategy.
Is good-better-best the right SaaS packaging strategy for my company?
News“Good-better-best” refers to a tiered packaging model for a product or service, in which each successive tier provides additional access to features and/or usage beyond the preceding tier.
The state of SaaS pricing transparency (with company examples)
NewsSaaS pricing transparency (and lack thereof) is quite possibly the most popular internet topic on SaaS pricing.
How to compare companies with different SaaS pricing strategies
NewsIf you’re an established SaaS vendor, even if you’re committed to executing a purely value-based pricing strategy, your market category and competitors are going to come into play and warrant analysis for various reasons.
XaaS Pricing Quarterly Trends Report | 2Q22
NewsThis quarter’s report focuses on the technology industry’s evolution to ‘as a Service,’ profiling developments in key segments.
XaaS Pricing category teardown: Appointment scheduling
NewsAppointment scheduling software can address a wide range of use cases and audiences, and often integrate with calendar platforms.
XaaS Pricing deep dives: An introduction (and a template)
NewsWhen we’re breaking down a category or company, we’re taking a broader purview that spans pricing presentation, acquisition vehicles, packaging, pricing models, and finally, pricing and discounting
The perfect pricing strategy for most companies seeking product-led growth
NewsExpanding on the findings from the PLG Pricing Analysis and providing recommendations on which PLG pricing models are best for different types of SaaS companies
The most critical part of designing a SaaS pricing strategy
NewsValue: The often talked about, but not deeply understood, centrifuge of SaaS pricing strategy
How quickly are different tech ecosystems moving to XaaS?
NewsCompanies in the IaaS and PaaS markets will continue to set the course for how the entire tech ecosystem thinks about evolving to “as a Service” models.
How to choose the right competitors for competitive pricing analysis
NewsRegardless of the marketing approach, your competition exists, is growing rapidly, and is likely becoming an increasing focus across key parts of your organization.
The state of product-led growth pricing strategies
NewsBehind the buzz of PLG is a real and sustainable movement that aims to redefine best-in-class SaaS go-to-market and product strategy.
The emerging and evolving solution stack for ‘as a Service’ pricing strategy and execution
NewsFrom our lens, the high-level categories comprising the “pricing strategy and execution stack” for “as a Service” vendors include pricing strategy, pricing benchmarking and research, pricing management, pricing execution, and pricing analytics and optimization.
How does competitive price benchmarking vary by SaaS category?
NewsUsing what we learned from the RPA versus CRM experiment, as well as our decades of experience in researching and advising on pricing strategies, we’ve translated our findings into a framework to help focus your competitive price benchmarking efforts to the likely priorities given your business state and the realities of your category.
Do I really need to care about benchmarking pricing versus competitors?
NewsEven if the ultimate goal of a project is to design and implement a value-based pricing study aligned to customer willingness to pay, rather focused on competitors, projects usually begin with a baseline assessment of the pricing and packaging strategies and positions of key competitors and/or adjacent industry players.
XaaS Pricing Monthly Pulse Report | May 2022
NewsIn this month’s report, we deep dive into one of the most important elements of XaaS pricing strategy: How often should you revisit pricing?
SaaS pricing and the ‘1x, 2.2x, 5x’ rule
NewsWe take a look at our database, which comprises pricing multiple data on over 1,000 products across 300-plus vendors, to see if our data bears out the efficacy of the 1x, 2.2x, 5x rule.
The building blocks of SaaS pricing, and how to cut through the confusion
NewsAnalyzing pricing models is often a good first step in analyzing value metrics for SaaS offerings.
Should we offer a lifetime deal for our SaaS product?
NewsLifetime deals, particularly if they are run through a distribution-boosting marketplace like AppSumo, can help elevate brand recognition, spike sign-ups, and provide an injection of cash to fund other startup efforts.
The lowdown on XaaS pricing changes
NewsIn the roughly five months since our initial collection, 70 of the approximately 320 companies in the database have made changes to their packaging models, pricing models, and/or price and discounting levels.
A better version of the XaaS competitive comparison page
NewsCompetitive comparisons serve vendors seeking to learn from the best practices and trappings of their peers, as well as buyers seeking to make the most appropriate software selection decisions.
Product-led growth and the SaaS freemium model: Is it right for me?
NewsWhether someone is signing up for your product (freemium version, free trial or paid plan), engaging in a demo, downloading an asset or contacting your sales organization for more information, your pricing page is the place where customers are digitally convinced to shift themselves into your marketing and sales pipeline.
SaaS pricing page evaluation framework and template
NewsWhether someone is signing up for your product (freemium version, free trial or paid plan), engaging in a demo, downloading an asset or contacting your sales organization for more information, your pricing page is the place where customers are digitally convinced to shift themselves into your marketing and sales pipeline.
20 places to look for SaaS pricing information on your competitors
NewsIf you’re a founder, solo product marketer, and/or a specialized competitive or pricing professional on a small product marketing team, we feel your pain. You are short on resources and time. Large primary research studies are great, but they carry costs and effort levels that you just can’t dedicate to them. You need to make quick strategy decisions using as much data as can be reasonably collected and be willing to implement, iterate, succeed, fail and start all over again.
10 tips for a better SaaS pricing page
NewsOur top 10 tips that all SaaS vendors, regardless of size and/or category, can consider implementing to optimize their SaaS pricing pages for conversion
The definitive SaaS pricing models guide
NewsBreaking down the prevailing SaaS pricing models used in the market today, and exploring what most analysts get wrong about them
The ultimate guide to conducting SaaS pricing research
NewsWhile a value-based pricing strategy remains the best way to build a future-proof pricing program that supports financial goals, competitor research remains just as important to the overall strategy.
How to set price points for your soon-to-be-launched SaaS
NewsValue-based pricing strategies are undeniably successful and the appropriate path forward for most SaaS vendors. However, there’s a fundamental challenge for startup founders specifically: Value-based pricing strategy design requires a lot of data and research, which is cost prohibitive and time consuming for most early-stage companies.
Competitive SaaS Pricing Calculator Template
NewsTo 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
Is usage-based pricing right for my SaaS offering?
NewsFor our purposes, usage-based pricing is a model in which customers pay for what they actually use or consume. Pricing is tied to a defined and clear usage metric, and customers are billed in arrears (usually monthly) for what they actually use.
Quarterly XaaS Trends Report | First Calendar Quarter 2022
NewsSimplicity wins over most things when building an XaaS pricing model and strategy. Customers care about a problem that needs solving and the dollars they will have to spend to solve that problem. The easier it is to make that connection (and prove the value for cost), the easier the conversion.
XaaS Pricing Monthly Pulse Report | March 2022
NewsDiscounts are a well-known but controversial topic for XaaS vendors; they are an expected element of pricing and negotiation, but are known to have a detrimental impact on key SaaS financial metrics
2021 State of XaaS Pricing: Lessons from the Forbes Cloud 100
NewsTrends toward free tiers, usage-driven models and pricing transparency disrupt all foundational aspects of the SaaS pricing strategy. A pricing page with quantitative pricing details in some form is best practice. Most firms do not highlight editions, but nearly all use forms, interactive content, and other anti-scraping measures to make competitive consumption of their list pricing more difficult.