Price To Scale: Practical Pricing For Your High Growth SaaS Startup
...........Feel free to visit pricetoscale.com to find my consulting options Chances are that you are leaving money on
183 77 5MB
English Year 2021
Table of contents :
CONTENTS
PREFACE
Why Now?
You are probably leaving money on the table
Is this book for you?
What can you learn from this book?
Why listen to me?
CHAPTER 1: How To Get To Pricing - The Ppp Hierarchy
CHAPTER 2: Positioning - Let's Start At The Very Beginning
A point of clarification: confirming positioning vs. operationalizing positioning
CHAPTER 3: Packaging: Tailoring Your Offers
Good-Better-Best Packaging
Modular Packaging
CHAPTER 4: Pricing: The Meat And Potatoes
Setting the Pricing Variable & Pricing Structure
Pricing Structure Selection
Testing our hypothesis & finding the right price point
Your Pricing Strategy/’Intent’
CHAPTER 5: Don’t Miss This: Expansions & Renewals
CHAPTER 6: Pricing Example: Acme Inc’s Ai-Powered Chatbot
Context
Structuring Our Project
Alignment on Goals & Process
Hypothesis Generation
Hypothesis Testing
Iteration & Rollout
CHAPTER 7: Pricing Operations
Packaging Grid
Website Pricing Page
Pricing Team
Pricing Calculator
CPQ
Discounting Matrix
Deal Desk
Pricing Analytics
CHAPTER 8: Interviews & Case Studies With Top Pricing Leaders
Kevin Paiser: An Evolving Pricing Journey at Nosto
Johnny Cheng: Revamping Packaging & Pricing at Gainsight
Pranav Kashyap: Moving to a Monthly Tracked Users Based Pricing Model at Mixpanel
Natalie Louie: Pricing with Complex Underlying Costs at Oracle
Rajeev Venkat: The Move to Subscription Pricing at Verint
Joshua Bloom: The A-Z of Pricing Projects at Simon-Kucher & Partners
Mehul Sahni: Moving to a Subscription Pricing Model at Rubrik
Jan Pasternak: General Pricing & Packaging Perspectives
Kevin Christian: The Move to Con
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