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PricingSaaS

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Looking for guidance: Enterprise WTP research
Hi everyone, and happy holidays! I am kicking off Q1 with a revamp of my current company's enterprise offering structure, from packages to pricing structure. Like many others, we are looking to move away from user-based pricing. I am planning to run WTP research through qualitative interviews to help us better understand the value within our product for large enterprises and to validate the options we have for new metrics to bring into a value-aligned pricing structure. My ask: Does anyone have resources they have found particularly insightful in informing how to set up successful qualitative enterprise WTP studies? Any lessons learned that could help me here? Any input is appreciated! Additional context: We're a Series A SaaS/"on-prem" hybrid product with deep open-source roots (https://www.localstack.cloud/).
1 like • 9h
@Shahryar Kabir Great point! I misspoke in only saying prospects in my response - I plan to include customers as well within our discussions. For customers, I am interested in getting an understanding of ROI beyond the factors that we have visibility into. My thinking is to follow the approach for validation and bring customers (specifically our technical champions) who are nearing renewal into discussion on whether the proposed pricing structure aligns with how they have experienced value in the product. This will enable us to bring a stronger value message to economic buyers (who are largely removed from the use of the product after acquisition) and have a data-driven discussion on WTP. Would love your thoughts on this approach!
1 like • 9h
@Garrick van Buren Thank you! I'd appreciate your feedback once I get a framework drafted :) should have something developed by next week
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Alexa Gjonca
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Active 9h ago
Joined Nov 18, 2025
Boston, MA, USA
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