saas go to market best practices & pricing samples
Post on 02-Dec-2014
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SaaS Best Practices
• Optimize ease & speed of initial purchase– Reduce barriers to entry (product & comprehensiveness-related)
– Simplify the value proposition and decision-making process
– In nascent markets, introduce feature-light free version as an “impulse buy” option
• Provide tight range of offerings to encourage initial decision– Use “throw away” light and ultra-premium editions to point prospects
towards ideal middle options
– Low-priced option sales are completely marketing driven (i.e. no salespeople involved)
• Proactive sales focus on upsell after initial purchase– Upsell to more feature-rich versions (when they’re ready)
– Upsell to a-la-carte options & add-ons
– Automate activity monitoring and migration path to more advanced options
SAMPLES
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Rally Software: Pricing PDF
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