Monthly Archives: October 2020

Too much discounting? Customers complaining your product is too expensive? Maybe it’s a list price problem, but I’ll bet some money you have a packaging problem too. Don’t build and sell the Cadillac if your customer just wants a Chevrolet. Here’s an easy graph to build of your current or future capabilities to get aContinue reading “Build a better packaging graph to match against price”

Pricing health should not be a one-off exercise for B2B SaaS companies. Sadly, too many treat it as an afterthought until you need to launch a new product or hear that “the pricing and packaging model is broken.” So it’s pretty clear – run more pricing tests. People have strong opinions about the price. CapturingContinue reading “You’re not running enough pricing tests”

Platform, platform, platform feels like the modern day equivalent to Marcia, Marcia, Marcia. It’s all anyone talks about in enterprise software, and strangely few people have a good hold on why it’s different from the old model and quite valuable. The least nuanced definition of a platform is that it is the 1s and 0sContinue reading “What is a software platform and why does it matter for pricing & packaging?”