Getting SaaS pricing right (1/2) - Varun Shoor, Kayako | BTS E14 | SaaSBoomi Podcast

In this episode of the BTS podcast, our hosts Arvind and Varun
introduce a new format of discussion to the show and decide to
pick each other's brains to go deeper into topics that are
pertinent to founders and marketeers. 


They explore the various aspects of designing the perfect pricing
plan for your business keeping in mind various aspects such as
the product, the perceived value, the market segment, the
industry and the buyer persona. 


Listen on as they explore pricing strategies of various companies
who’ve done it right from the get-go and others who’ve got it
right through trial and error, in effect showcasing how setting a
pricing plan for your SaaS product may not always be the simplest
or most straightforward exercise.


Key Takeaways/Timestamps


2:37 - MSP - Managed Service Provider


3:10 - Silent price hikes in the industry


5:33 - 4 levers of business


7:32 - Effective communication over Grandfathering


10:02 - Pricing game on point


11:09 - HubSpot-on pricing


14:03 - Unpredictable pricing design


16:17 - Don’t reinvent the pricing wheel that works


20:28 - Questions to ask before designing the pricing model


21:41 - Who’s doing the heavy lifting?


22:32 - Top 3 challenges faced by Indian Saas companies


24:54 - Perceived value of your product


28:55 - Are you selling based on the features of your product?


32:52 - Playing to the persona


36:45 - Common pricing mistakes in the Indian ecosystem


Key Mentions


3:30 - Ninjaone


7:37 - Netflix


11:44 - Intercom


12:04 - Hubspot


12:11 - Salesforce


12:13 - Pipedrive


17:10 - Girish Mathrubootham 


38:02 - Pipecandy


38:19 - Wingman