Hey there all, and welcome back to Skool! We are looking forward to hosting more conversations with pricing leaders and experts, and have a great start today. This week, I was lucky enough to chat with @Giang Hoang, Head of BizOps at Zapier, who led their latest pricing and packaging change. This was a really significant one. They moved from a multi-product model, with one core product and several add-ons, to a fully integrated platform with generous usage limits to allow users to access the full breadth of the product. This was a massive change, and Giang and her team made a lot of really thoughtful decisions to roll it out. Some of my favorite takeaways: 1️⃣ Aligning Pricing and Packaging with Positioning Zapier is the most connected automation and AI orchestration platform - connecting apps, data and AI through one integrated experience. But their pricing didn't reflect that with the Hub and spoke model. This change created perfect alignment, and allows Zapier to tell a more cohesive story across their positioning, product, and pricing model. 2️⃣ Treating pricing as a living system that evolves with the product Zapier has a consistent process of going from closed beta to open beta, to GA, to bundles, to unified plans. At each phase, they test and learn. 3️⃣ Finding creative ways to use existing pricing models for new products Zapier launched MCP recently, and instead of launching an entirely new pricing model, they bundled it into their existing "task" consumption model where MCP calls consumer 2 tasks. It's a way for them to open up MCP to existing customers, who can draw from their existing balance of tasks. Plus, it gives them signal in case they want to shift further down a credit-type model. You can read the full conversation here. Giang was also kind enough to volunteer to answer questions from community members! Drop comments below, and she'll jump in and reply 👇

https://www.linkedin.com/posts/marcussheridan_this-is-so-ridiculous-a-team-member-of-activity-7302699723885326336-97g4?utm_source=social_share_send&utm_medium=android_app&rcm=ACoAADipAOoBbvkfKaUA3ujNjcEfIDfPaLZR4iw&utm_campaign=copy_link A while back I read an an example about responding to the question "how much does a truck cost?" Sales rep can either ask a dozen follow up questions and give a tighter range as the first numeric response or say a broad range and then use the questions to find out what the customer values. "We have models from $18k - $125k that are designed for different needs such as towing, cargo capacity, luxury interiors and even fitting multiple children carseats. Let's talk about how you plan to use your truck" Buying a timeshare vacation property is a notoriously shrouded process where people are intoced by a few nights free stay, a fancy meal or some other perk to sit through a sales presentation. Even this seems better than a lot of b2b SaaS companies who want to email SPAM you and set time killer meetings instead of just publishing their pricing and packaging.

Happy Friday, y'all! Wanted to share a trend we've been seeing in PricingSaaS and get feedback from this group. TLDR, we're seeing SaaS companies take baby steps towards outcome-based pricing. A few examples below: - Chili Piper introduced Add Ons that do work for SDRs and AEs - Confluence introduced Automation Rule run limits across all plans Both of these additions help do actual "work" for users, but are still offered within the structure of seat-based pricing. On first look, it seems like a more gradual way to shift into outcome-based pricing rather than ripping the band-aid off. Curious what others think?

Big news for the community everyone ! This community started as a let's-just-try-it idea on the back of a few webinars I held in the fall. Then we grew to 500+ people, and I could immediately sense two things: 1) There was a lot of people who were looking for a SaaS pricing community. 2) I was not the right person to drive that. Enter: @Rob Litterst and @John Kotowski from PricingSaaS.com Rob and John have been SaaS operatives for years and have been building the pricing intelligence tool behind PricingSaaS that monitors all public SaaS pricing pages. We all shared the idea of building SaaS pricing as a field and give SaaS operators a clear roadmap on how to 'do pricing'. But Rob and John was looking for a model to take PricingSaaS to the next level - from 'just a newsletter' to something that could really solve that problem. And this community is just that. So effective as of today Rob and John (and PricingSaaS) will take the reigns and bring this community forward. What does that mean for you: - Expect more content (a lot more) - Expect actual moderation and day-to-day interaction. - Expect the community to grow an welcome a lot more people - Expect me to actually give a lot more to the community : I'm going to support the weekly and monthly content production plan of PricingSaaS. In short: expect this to be the absolutely, hands-down, no-comparison place to be for SaaS pricing. I couldn't be happier for this!

Hey folks, Our B2B sales led SaaS business is currently exploring some changes to how we communicate pricing to customers in our Order Form. One of our goals is to get better at expiring / removing discounts at renewal in order or improve our expansion ARR and therefore improve our NDR. Today, we don't show any discounts on the Order Form. We're aligned internally that we want to start showing discounts so our customers clearly see that they are getting a discount and our reps at renewal have a number to point to when they discuss reducing or removing that discount. One item I'm looking into is how to clearly communicate to customers that the discount will expire after the initial term. I looked at a handful of Order Forms for vendors we buy from (Slack, Zoom, Salesforce, HubSpot, etc.) and it was rare to see any mention in these regarding the treatment of discounts. Does anyone have experience explicitly writing into the contract how discounts will be treated in future terms? One of our concerns is being explicit with this will prolong negotiations. Thanks for any advice! Best, Steve