Getting SaaS pricing right (2/2) - Varun Shoor, Kayako | BTS E15 | SaaSBoomi Podcast

In Part 2 of Getting SaaS Pricing right, Arvind and Varun bump it
up a notch. They discuss key features of a pricing plan like
Naming of plans, the ideal number of plans to go with, Add-ons,
Discounts, cost-based pricing and value-based pricing.


Listen on as the duo share insights from their own experience of
having worked for and mentored other companies and of course
getting the price right in their own respective startups. Enjoy
the show!


Key Takeaways


3:40 - Decoy pricing plan


6:05 - What's the ideal number of price plans?


8:30 - Open Vs Hidden pricing


14:00 - Contact us to know the pricing 


16:56 - Knowing your target audience while selling


21:40 - Naming the Price Plans


26:10 - Deciding on the value metric 


28:05 - Land and expand strategy


29:55 - What is value and value-based pricing?


35:43 - Is there room for Add-ons?


42:12 - How often do we change pricing? 


44:23 - Open Vs Closed pricing verdict 


46:05 - Dishing out Discounts 


49:15 - Importance of pricing in NRR


52:00 - Top 3 ways to increase NRR


56:15 - Importance of revenue recognition 


59:15 - Varun and Arvind’s Pricing pet peeves


Key mentions


Apple


SuperOps


Girish M


Zoho


FreshDesk


PipeCandy


Wingman


Intercom


Spot Instances


Spot.io


ChargeBee


Manage Engine


Hubspot


IKEA


Sequoia


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