I know it's going to vary, but should you have your SaaS pricing on the website, or do you think that puts you in a box? Our pricing is competitive, just curious on how people feel about it!
TNsalesguy
SaaS Pricing on the Website?
17
Totally depends on what you're selling. It's totally common for seat-based individual or small company pricing to be on a website, but for larger numbers to be referred to a rep.
Our pricing is not on our website, but there are many levers that go into a proposal. It would be confusing.
Our pricing is not on our website, but there are many levers that go into a proposal. It would be confusing.
We do not. You need a meeting first before we can give a proposal.
No. You need the opportunity to demonstrate value for what you are charging.
I think for a LARGE segment of Saas, putting price on their website, is a good idea.
in my case, we dont and its because we kinda make it up as we go and always offer discounts soooo it would be helpful haha.
As a buyer, i would always want to see SOME sort of price range on the website.
in my case, we dont and its because we kinda make it up as we go and always offer discounts soooo it would be helpful haha.
As a buyer, i would always want to see SOME sort of price range on the website.
That's what we do as well! We look at vertical and revenue and decide what we think they will pay based on conversations, but I truly think we'd get more interest with a price on the site.
so we have a floor that we cant go below, our integration costs are ALL over the place
We do not, pricing with licenses can get confusing so we dont have it on the website
We have "general" pricing in some cases.
My company has our listed on the website. However, everyone wants to talk to sales to negotiate.
Not a fan of SaaS pricing on the website. Fucking steals my thunder when I say "Okay, let's talk about pricing now".
good q - i think what most companies are doing is "starter pack" is $X, "medium pack" is $XX for enterprise pricing "contact us" -- this way you can lure people in. also if you can get a motion to upgrade people from medium pack to enterprise, thats what you have a hint at product market fit.
We do at my company and honestly it's been great. Can touch on it there and then on a demo, ask prospect how does that feel/sound compared to current or reviewed competitors, does it fit in budget etc.
Puts all the cards on the table, cuts out negotiating time delays, gives prospects options. Some of our plans are cost effective enough that it's within margin of not needing to go to head office/finance.
Also allows us to budget quota as reps (I need an X plan and a Y plan this month, or 3 X plans, or that 1 Z plan that's been in the works for the last 3 months)
Puts all the cards on the table, cuts out negotiating time delays, gives prospects options. Some of our plans are cost effective enough that it's within margin of not needing to go to head office/finance.
Also allows us to budget quota as reps (I need an X plan and a Y plan this month, or 3 X plans, or that 1 Z plan that's been in the works for the last 3 months)
Great topic!
This bothered me so much. As a customer, if I don't see pricing, it's probably overpriced. You set up a scenario where I have to deal with a human who tries to pitch me and play around with numbers. As a salesman, I now almost immediately start off the relationship with subconscious deceit, and then if I hit them with the price after a demo and it's nowhere near what they expected, we all just wasted time.
I know that for Enterprise level, this has to be the case. But if your customer is buying for themselves or just their team, be transparent. I also know competition can easily use that information to their advantage. But then, is your product really unique enough? Make your product better.
P.S. In my personal opinion, I feel like the logic is flawed that you need to show value before pricing. That's car dealership sales. It feels so slimy.
This bothered me so much. As a customer, if I don't see pricing, it's probably overpriced. You set up a scenario where I have to deal with a human who tries to pitch me and play around with numbers. As a salesman, I now almost immediately start off the relationship with subconscious deceit, and then if I hit them with the price after a demo and it's nowhere near what they expected, we all just wasted time.
I know that for Enterprise level, this has to be the case. But if your customer is buying for themselves or just their team, be transparent. I also know competition can easily use that information to their advantage. But then, is your product really unique enough? Make your product better.
P.S. In my personal opinion, I feel like the logic is flawed that you need to show value before pricing. That's car dealership sales. It feels so slimy.
These are my thoughts exactly! Thanks for sharing.
Depends on the software. For lower priced subscriptions, I'm all for listing pricing! It adds transparency and helps with keeping negotiations to a minimum since our pricing is listed up front
Depends upon what your are selling. We do have our pricing but that’s because we sell on per user basis and it’s quite transactional, however, we don’t have our pricing for Enterprise version where many more factors come into picture and customization is required to build that perfect package.
Definitely yes for an easy to understand pricing. per seat, etc
I think it saves time and you then get clients who are actually interested and have budget
Definitely depends on the solution. For SMB/SMC type solutions, having the price on the website makes it easier for prospects to weed themselves out, really, and makes it more transparent.
For upper SMC and into Enterprise, any website pricing is irrelevant. Most companies have completely different pricing at scale (for example, in my business, the average Enterprise deal is 25%-50%+ off list price). Customers know this, so any listed pricing is ignored anyways and they ask for BAFO.
One thing besides the dollar price however is the listing of modules and such that may carry additional costs. That's something I feel most orgs can do better; it's usually a confusing mess of trying to figure out the 2 core SKUs and 12 add-ons you need at the end of the day.
For upper SMC and into Enterprise, any website pricing is irrelevant. Most companies have completely different pricing at scale (for example, in my business, the average Enterprise deal is 25%-50%+ off list price). Customers know this, so any listed pricing is ignored anyways and they ask for BAFO.
One thing besides the dollar price however is the listing of modules and such that may carry additional costs. That's something I feel most orgs can do better; it's usually a confusing mess of trying to figure out the 2 core SKUs and 12 add-ons you need at the end of the day.
Depends but I personally like it because I am a huge fan of transparency
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