What have been your key learnings from any "Pricing/Re-pricing launch" that you have led/seen within your company?

The big one....where to start?! Creating your company's first well-researched pricing model is quite different than making a big change later on, but I'd say some of the same advice holds: Alignment is CRITICAL! Any change in your pricing, especially in SaaS, absolutely must involve every team within your organization. And as much as it may sting, customer-facing teams (sales, support, success, etc) need to have a very prominent role. Alignment comes from creating a team of cross-functional stak ...Read More

Pricing & packaging changes have big impacts across the organization - sales, marketing, product, customer success, renewal, sales/revenue ops, systems, etc. You need to make sure you have strong executive alignment from the C-suite on problems that you are solving for and process to research and implement changes. For big changes, don't underestimate the importance of enablement and change management. One thing that has helped us is we have an internal pricing & packaging committee that ...Read More

I love this question. Retros/looking back at what we could have done better is so important. It's equally as important as celebrating the positives, the wins, and what we did well.  My learnings -Always, always, always train your managers and leaders before your roll our pricing & packaging to the fied (sales reps etc). They are your key to adoption and learning. If they understand the why for the change and how it impacts their teams/them - and have had sufficient time to digest the materia ...Read More

Great question! Pricing is something that's never done, since you'll have to keep updating it over time (as your products evolve, the market evolves, or due to competitive moves). A few key things I find useful when working on a pricing change: Setting up your approach to how you will develop pricing (and evangelizing that with stakeholders upfront) is really important We need to make sure we identify the "Approvers" - Marketing leadership, Sales execs, Finance partners, etc. As part of the proc ...Read More

A pricing launch is never easy; you must educate internal and external audiences on your pricing model's "what" and "why." Some key learnings based on my past experiences include: Over-communicate pricing plans to GTM partners (e.g., sales, customer success, customer support, etc.) to ensure there is a clear understanding of your pricing strategy (e.g., positioning & messaging, competitive differentiation, objection handling, etc.) and pricing timeline (announcement, go-live, post-launch rev ...Read More

A few key learnings: Involve your cross-functional partners as early as possible. The worst thing you can do is come up with a new strategy, but Sales or Account Managers don't believe it. They will usually end up not selling it or using it as a discounting lever. Make sure you can make the changes in the product. If you are thinking of adding or changing new features into different plans but your product team can't technically move things from one plan to another or create add-ons. You're in tr ...Read More