Pricing Strategy

Your pricing strategy is wrong. Now what?

Adam Ballai
Sep 19, 2018

You work for a SaaS company. Your team discovered that the current pricing strategy wouldn't improve sales for the year.

You've bravely volunteered for the daunting task of creating a new pricing strategy for your company. You rallied Product Managers, Head of Sales, Head of Business Ops, and anyone you think will have a directly impactful opinion on the path forward.

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You've performed market research, surveyed your customers via the Van Westendorp method, reviewed deals won, reviewed deals lost, segmented your customer's usage via K-means, vetted new pricing ideas with customers, and drew up a grandfathering plan that doesn't cause churn. After a few last-minute edits to deal with executive details, you've got a number.

With pricing strategy in hand, you begin to design the technical integrations and document business logic changes. The engineering team reviews your proposal and responds:

We would have to change how the data is processed and figure out a way to support both systems. That will take about 3–6 months, but we don’t have enough resources to allocate towards it.

Re-allocating engineering resources from core features to change product pricing is assigned as low-priority. Your plan to migrPricingcing is blocked.

Now what?

You've weighed the pros and cons of three possible choices:

  1. Find a budget and hiring a Salesforce Engineering consultant to build a different solution for you.
  2. Escalate to executive teams for prioritization of engineering time.
  3. Call a professional services company to install a new solution.

Finding a budget or requesting prioritization is an uphill battle that will only elongate the time to improve the overall sales pipeline. A professional services company will take 12–18 months to install a new solution.

People don't believe it's going to ship at this point in the process, and a lot of fear, uncertainty, and doubt starts to ruminate.

What if you could meet your sales goal faster?

What if you had a solution that didn't require many month-long cycles of engineering to chaPricingcing? What if you could avoid professional services companies altogether?

You're not alone. RevOps wants to put the conversation together with industry leaders in SaaS and you. Talk with leaders from early to late stage companies abPricingcing! Learn about how you can reduce the time it takes to ship your models. Become agile with pricing ing.

Sign up for our community today, the first dedicated community to helping companies pricing ing.

Special thanks to John Solis.

This post was originally posted by Adam Ballai on April 16, 2018, on Medium.

Co-Founder & CEO

Adam Ballai

Adam loves to test the boundaries of what's possible with technology and learn what people value with it. From VR to the web, he loves to intersect this experience into the sales technology space by bringing new ideas to light directly with customers.

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