Pricing & Packaging
Pricing strategy, packaging decisions, and monetization models that optimize revenue.
16 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...
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 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...
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...