Pricing & Packaging
Pricing strategy, packaging decisions, and monetization models that optimize revenue.
30 articles
Building a Discount Strategy That Doesn't Destroy Your Pricing Power
Discounts close deals, but inconsistent discounting trains customers to negotiate. Here's how to use discounts...
Designing a Freemium Model That Actually Converts to Paid
Most freemium users never convert. Here's how to design free tiers that drive adoption while creating clear upgrade...
Optimizing Your Pricing Page to Drive Conversions, Not Confusion
Your pricing page is where deals go to die. Here's how to design one that clarifies value and accelerates purchase...
Running Pricing Research That Actually Informs Pricing Decisions
Most pricing research is too abstract to be useful. Here's how to design research that gives you concrete, actionable...
Choosing the Right Value Metric for Your Pricing Model
Per-seat, per-usage, per-feature—the metric you price on determines your growth trajectory. Here's how to choose the...
Competitive Pricing Analysis: How to Price Against Competitors Without Racing to the Bottom
Competitive pricing isn't about matching competitor prices. Here's how to analyze competitive pricing in a way that...
Pricing Experiments That Don't Tank Revenue: A Practical A/B Testing Framework
Want to test pricing without risking revenue? Here's how to run pricing experiments that generate insights while...
Contract Structure Strategies: Building Agreements That Enable Expansion
Your contract structure determines how easily customers can expand. Here's how to design agreements that protect you...
Expansion Pricing Models: Designing for Growth Within Your Customer Base
New customer acquisition is expensive. Here's how to design pricing that makes expansion revenue natural, predictable,...
Pricing Governance: How to Control Discounting Without Slowing Down Deals
Uncontrolled discounting destroys pricing strategy. But too much control kills deal velocity. Here's how to build...
Pricing Page Psychology: Small Changes That Increase Conversions by 30%
Your pricing page design influences purchase decisions more than you think. Here's what actually moves buyers from...
Land-and-Expand Pricing: Getting the Entry Point and Growth Path Right
Land-and-expand only works if both parts are designed correctly. Here's how to price for initial adoption while building...
Pricing Objection Handling: Proven Scripts That Move Deals Forward
Price objections kill deals when reps don't know how to respond. Here are tested scripts that reframe price...
New Market Pricing Strategy: How to Price When Entering Unknown Territory
Entering a new market without pricing precedent? Here's how to set prices when you don't have competitive intelligence...
Price Increase Communication: How to Raise Prices Without Losing Customers
Need to raise prices but terrified of churn? Here's how to communicate price increases in a way that customers...
Enterprise Pricing Negotiations: Navigating Complex Deals Without Leaving Money on the Table
Enterprise deals involve procurement teams, competitive dynamics, and multi-year commitments. Here's how to negotiate...
Dynamic Pricing Strategies for SaaS: When to Change Prices
We raised prices 15% and lost 3 enterprise deals worth $800K because we didn't grandfather existing customers. Then we...
Packaging Strategy for Multi-Product Companies
We bundled three products into a suite and revenue dropped 22%. Customers wanted individual products but our pricing...
Discount Policy Frameworks: Guardrails Without Killing Deals
Our sales team gave away $480K in discounts in Q3 because we had no discount policy. Then we implemented strict controls...
Pricing Experiments & A/B Testing: What Actually Moves Revenue
We ran a pricing A/B test that showed a 23% conversion lift with 95% statistical significance. Three months later,...
Usage-Based Pricing Implementation: Technical & Go-to-Market Challenges
Our usage-based pricing model looked perfect in spreadsheets. Then we tried to bill customers for 847,392 API calls and...
Enterprise Pricing Negotiations: Deal Structure Tactics That Actually Work
I watched a $2M deal die because we couldn't structure a 3-year commitment their procurement team would approve. The...
Pricing Increase Communication: The 6-Week Plan That Saved Customer Relationships
I watched a company announce a 40% price increase via email on a Friday afternoon. They lost 23% of customers in 90...
Packaging Strategy Workshop: The Day We Realized Our Tiers Made No Sense
We had three tiers: Basic, Pro, and Enterprise. Customers bought Basic, outgrew it immediately, and churned instead of...
Pricing Research in 3 Weeks: Van Westendorp Meets Reality
I watched a pricing survey produce $12, $47, and $200 as acceptable price points for the same product. The Van...
The Anatomy of a Great Pricing Proposal (That Actually Closes Deals)
Your pricing deck isn't closing deals because it's generic. Here's how to build comprehensive, customized proposals that...
Pricing Research Methodology: How to Find the Right Price Through Customer Interviews
Most companies guess at pricing. Here's the research framework for finding the price customers will actually pay.
Pricing Psychology: How to Frame Pricing That Makes Customers Want to Buy
Your pricing turns away buyers. Here's the psychology framework that makes pricing feel like a deal.
Pricing Tier Design: How to Structure Good/Better/Best Packages That Drive Customers to Target Tier
Your pricing tiers confuse buyers. Here's the framework for tier design that guides customers to highest-value option.
Pricing Localization: How to Price Products Across Global Markets Without Leaving Money on the Table
One global price leaves money on the table. Here's the framework for localizing pricing to maximize global revenue.