Transcript
The 3 Models of SaaS Pricing1
How to Pick the Best Price2
8 Pricing Hacks3
How to Test New Pricing4
We’ll cover...
Pricing in the $10 - $100/month range
This mean you need to focus on scale and acquiring customers
cheaply.
Pricing is $1,000s or $10,000s/month
Very little is automated, your team will be working very closely with
each customer.
Pricing is $100’s/month
You’ll need to scale your leads but you’ll have a full sales team to
close them.
How much extra revenue do they earn?1
How many hours do they save?2
What other costs do they avoid?3
Ask your customers:
There’s no such thing as a perfect price.
If you need more guidance, pick a price that’s 10% of the value
delivered.
Rule 3: Avoid Discounts Unless Launching
Discounts create destructive customer habits. Do not use them
regularly.
Rule 5: Use pricing plans to segment customers.
Different customer types get different value from your product.
Capture that value.
Rule 8: Grandfather Old Customers In
As long as you don’t raise prices for old customers, you won’t get
any complaints.
Step 1: Track subscription plans for all customers
Subscription plans1
Each monthly charge2
Any cancelations3
Access to total revenue, average revenue per user, and churn
4
KISSmetrics helps you find the right price
Connects all data to individual people1
A/B tests for your entire funnel2
See which plans are most profitable3
Q&A Time!Lars Lofgren
llofgren@kissmetrics.com@larslofgren
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