Free download · Pricing strategy

The SaaS Pricing
Strategy Checklist.

25 checks, written from the buy side

The checks procurement runs against your pricing, turned into a self-audit.

I've set pricing on the sell side and pulled it apart on the buy side. Procurement teams run a set of checks against your pricing before they ever speak to your rep. Most SaaS companies have never run those checks against themselves.

This checklist turns those checks into 25 yes-or-no questions. Work through it honestly. Every box you can't tick is costing you margin somewhere.

  • 1The metric you charge on
  • 2Your list price
  • 3Discounting: the section that catches almost everyone
  • 4The contract terms that are really pricing
  • 5The checks the buy side will run on you
  • 6Ownership and cadence

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