revenuehunter

Global Enterprise Sales

Valued Contributor

Personal Narrative

Martech SaaS Product - Should the pricing across different plans including SMB, Mid-Market and Enterprise be public on the website or not?

I work for a MarTech SaaS Product company. My primary market is United States. But the company sells in over 80 different countries across the globe.

We sell to all scales and sizes of organisations right from small businesses to large enterprises. And we have multiple products in our portfolio, which come with bundling discounts, contract tenure based discounts, geo based flexible pricing etc. etc. And there could be multiple variables at play when offering the pricing plans to the customers. The pricing is based on consumption of quota.

The organisation is planning to make the pricing public upto certain consumption levels.

All the AE's and TM's are worried that it might impact the lead flow and might cannibalise some business.

Thoughts?

☁️ Software Tech

🤞 Negotiation

11

20 comments

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Justatitle

Big Shot

4

Account Executive

I am highly opposed to pricing being shown on the website, they don't understand the product and then they're going to make cost assumptions of it being expensive or not based off their own bias which I can't influence

revenuehunter

Executive

2

Global Enterprise Sales

Competitors undercutting too!

Justatitle

Big Shot

2

Account Executive

your competitor probably knows your pricing already

poweredbycaffeine

WR Lieutenant

2

☕️

What are your specific concerns? That price will scare people?

revenuehunter

Executive

1

Global Enterprise Sales

It's possible. A lot of organizations when budgeting would check the online pricing, and if that pricing is even 5% over their guidelines, they won't even let us to the gate keeper.

poweredbycaffeine

WR Lieutenant

1

☕️

Is there data to support X deals require discounting to close? If it’s >50% then this could cause an issue.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Yeah, I'm not a fan of public pricing UNLESS there's some flavor of your software available for sale on the web. Some solutions can get fairly complicated on the back end, and there's no room for nuance with a price. That's going to be the only thing someone sees on a web page. And with that being the single determining factor, you're getting very little opportunity to engage with a customer and build value or bring up key differentiators.

CuriousFox

WR Officer

0

🦊

Correct. Also buying groups can be involved for some clients and not others. Everyone is not the same.

Diablo

Politicker

1

Sr. AE

Do you have any option to oppose it. If not, I won’t put much effort thinking.
Pricing is just one part. Are your direct competitors much cheaper and have pricing on the website?

revenuehunter

Executive

1

Global Enterprise Sales

The absolute direct competitors, the ones who are the cheapest in the market, and can undercut everyone have it public. None of the other ones have it public. But since we're in the same industry, that would give the other competitors leverage to undercut us in pricing negotiations.

detectivegibbles

Politicker

1

Sales Director

Anti public pricing based on the variety of solutions/customization you can provide.

Have they proposed A/B testing it? Maybe create two separate landing pages, one with the pricing and one without?

Kosta_Konfucius

Politicker

1

Sales Rep

I am a big fan of public promotional discounts for free x months, but not pricing

TennisandSales

Politicker

1

Head Of Sales

YES! I am a huge component of having pricing being on the website! even if it has to be "starts at $X" but having SOME sort of numbers is always a good thing.

You can even list factors that will make it more or less expensive

RedLightning

Politicker

1

Mid-Market AE

What type of products do you like that for?

TennisandSales

Politicker

0

Head Of Sales

most really.

Even in the company im leaving, there are a number of factors that go into pricing but it would STILL be possible to provide a range. this would really help groups know if its WAY out of budget.

RedLightning

Politicker

1

Mid-Market AE

Good point. As a buyer, I don't like flying in completely blind but understand that pricing for some things is not "one size fits all."

I'd be curious to see how it organizations with mature vs. immature markets approach that

TennisandSales

Politicker

1

Head Of Sales

yeah i think buyers are demanding more transparency and want a smoother buying process.

If your lowest price is $50K and the person coming inbound is looking for something for $5k it makes NO SENSE to get them on a disco call, qualify them, then set up a call to talk pricing when its NO WHERE NEAR their range.
the whole "we need to show them value before we talk about price" is getting more and more outdated.

I also think many companies just make up pricing as they go so they cant post it because leadership just give "discounts" all the time.

RedLightning

Politicker

1

Mid-Market AE

I'd be more concerned about it from an outbound perspective

Maximas

Tycoon

0

Senior Sales Executive

I might worry too but not that much tbh!As having the prices to go public could be somehow a benefit by making the clients believe that these are the actual costs for your products with no commission involved that will help you not receiving long arguments or back and forth discussions about new sales or even renewals as the prices are already announced.

HappyGilmore

Politicker

0

Account Executive

I don’t think it should be posted on the website given there’s variables with the pricing involved.

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