Archives for September 2011

Stop Obsessing About Your Competitors

Focus on Your Customers and How Your Web App Solves Their Problems First. I wanted to continue with the Competitive Pricing theme of the last post. You know when you go to the marketing site for a SaaS app and there is a “how we compare to our competitors grid?” How often do you discover […]

Competitor Pricing… Does It Matter?

“Wait… what about competitor pricing?” you ask. I recently published a post where I had the audacity to suggest that value pricing required only two inputs: The Customer’s Willingness to pay (value perception) The Customer’s Ability to pay (how, when, why, where, how) Since I got a number of emails with the same question – […]

Price Objections are Value Objections

It’s not your price that they object to… it’s the value they don’t like. There are times where the price – the number – is so out of whack with the reality of the market that no matter how valuable you make your offering seem, they simply cannot afford it. Like promoting the value of […]

Wait… You Actually WANT to Be Average?

What’s the average conversion rate for free trials, pricing pages, or Freemium with SaaS or Web Apps? There are some fundamental problems with “average conversion rate” which is why people rarely like my standard answer of: “It depends” or my more direct answer of “why, so you can be average?” Look, if you have a […]