Pricing & Packaging
Calculating and Monetizing the Value of Your Product
There are numerous approaches to pricing B2B SaaS products. We find that, without guidance from pricing experts, companies tend to rely on a hybrid of “what we think our competitors charge” and “cost plus”. Our approach is different: in our view, pricing and packaging are mechanisms for unlocking value for your customers and lowering your barriers to entry, while ensuring that your company increases lifetime value per customer with every transaction.
Is this you?
Your leadership team and Sales and Marketing have crafted an initial approach to product pricing and packaging. You’ve attempted to cover your business’ cost to make, sell and serve models. More than likely you have made these decisions with an uncomfortably low volume of data.
Additionally, you have
researched your competitors’ offerings
calculated TCO
developed a rough idea of your product’s value
How we add value
In our experience, without solid market value insights the pressure to meet quarterly goals forces many B2B companies into a discounting arms race. Without any thought of the value being derived by the current customers, and without substantive market intelligence on pricing, the discount game can quickly become a game of value erosion. C2B gets you out of this trap, by providing the definitive market value of your solution (and how the market wants to access it) along with the internal factors that set the floor for a more strategic, value-based approach.
Pricing & Packaging Success Stories
