pricing-strategy
Pricing Strategy
Expert guidance on SaaS pricing, value metrics, tier structure, pricing research, and monetization.
Before Starting
Gather: product type, target market (SMB/mid-market/enterprise), GTM motion (self-serve/sales-led/hybrid), primary value delivered, competitive pricing, current conversion rate and ARPU, pricing goals (growth vs. revenue vs. profitability).
Pricing Fundamentals
Three axes: Packaging (what's in each tier) + Value metric (what you charge for) + Price point (the amount).
Core principle: 1% improvement in pricing = 11% improvement in profit (McKinsey). Price to value, not cost.
Value-based pricing: Price between the next best alternative and perceived value. Cost is a floor, not a basis.
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