Search Results for: pricing

Pricing Strategy Framework for SaaS Startups

Article by Lincoln Murphy

Pricing doesn’t exist in a vacuum and is therefore not something you can tackle on its own. Pricing is a function of marketing and determines, among other things, your market position. It also indicates – or is ideally derived from – the type of customer you want to do business with. And of course in […]

Exposed! A Top-Secret “Enterprise Pricing” Growth Hack

Article by Lincoln Murphy

When it comes to SaaS, you basically have two sales models: high-touch and self-service. Small, bootstrapped SaaS companies often like to go the low-touch, self-service way. Large, venture-backed startups often like to take the high-touch, Enterprise sales approach. And sometimes it’s the opposite of that. It depends. There are just so many different factors that […]

The Only 3 Acceptable Pricing Page Discount Tactics

Article by Lincoln Murphy

I get this question from time to time: “Lincoln, is it okay to offer discounts right on your pricing page?” Short answer: No. The longer answer, with some nuanced yesses thrown in,  along with some tactics that you can employ, is below…

SaaS Pricing Strategy: The 10x Rule

Article by Lincoln Murphy

First thing to clearly understand when developing your SaaS pricing strategy; pricing is a function of Marketing. If you think creating your SaaS pricing strategy is a function of Finance, Accounting, Operations, or even Sales… you’re doing it wrong. That means anyone who comes up with a price for their app (or for your app) […]

SaaS Pricing Models Resource Guide

Article by Lincoln Murphy

When developing your Value Pricing Strategy you can leverage a variety of SaaS Pricing Models. From transparent pricing on your pricing page to Enterprise pricing that’s quoted behind the scenes, you must know your options. I put together this list of my best resources to help you get your SaaS Pricing Models right and grow […]

SaaS & Web Apps: Optimize Your Pricing Page for 2012

Article by Lincoln Murphy

Your Pricing Page is the most important marketing page on your site. Don’t believe me? Think about this… if 100% of your sales come from the Pricing Page, then you better believe that it’s the most important page on your site! And it better be designed to convert! There are some very specific things that […]

Congrats on Investing in the Beta Testing & Pricing Master Class

I need to send you the instructions to access the videos, but I want to send them to the right place. Please tell me where to send them – and any other information you wish to share – below. Also be sure to whitelist lincoln@lincolnmurphy.com so you’ll get my email. Here’s some instructions on whitelisting if […]

Web App Pricing: How To Avoid the Commodity Trap

Article by Lincoln Murphy

SaaS vendors who know their customers know what they don’t value and avoid building a pricing strategy around those elements. A client of mine – an established SaaS company in the HR space – wanted to pass on the storage costs associated with the use of the system to their end-customer. I told them that […]

Competitor Pricing… Does It Matter?

Article by Lincoln Murphy

“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 – […]

Assistly Marketing VP Tells You Why They Dropped Tiered Pricing and Picked Up Freemium

Article by Lincoln Murphy

UPDATE: Assistly was acquired by Salesforce.com shortly after we did this interview… they are now Desk.com. I sat down and chatted with Assistly’s SVP of Marketing Matt Trifiro via Video Skype and he spilled his guts for you about why Assistly changed their pricing, adopted Freemium, and set out to disrupt the market… all at […]

Welcome to the Pricing Page Success Formula

Below is the complete Pricing Page Success Formula, but first… Start with a Solid Value Pricing Strategy But before you develop a pricing page that works, you have to have a sound Pricing Strategy. Here are some resources to help you do that: How to Develop your SaaS Pricing Model SaaS Pricing Strategy: The 10x Rule SaaS […]

SaaS Pricing Model: Value Metrics Are Key

Article by Lincoln Murphy

Your SaaS Pricing Model should be built around what the customer values, which probably means staying away from “commodity” metrics like storage. I find most articles about “SaaS Pricing Model” to be less-than-helpful because they almost always fail to take into consideration the WIIFT of the customer – the What’s In It For Them. Most […]

SaaS Marketing – Web App Pricing Page Review: Salesforce.com

Article by Lincoln Murphy

A look at Salesforce.com’s pricing page to see if the SaaS leader views it as a Marketing page. I asked – both on Twitter and this blog – for people to send in what they thought were well-designed SaaS Pricing Pages. Someone that follows me on Twitter asked what I thought of Salesforce.com’s Pricing Page. […]

37Signals Caught Treating SaaS Pricing Page like a Marketing Page

Article by Lincoln Murphy

The popular Web App company actively tests their pricing page layout. I was asked over the weekend if I saw the noise about 37Signals raising their prices. I had not so it was very nice to hear from colleagues looking for my opinion on the matter. So, here’s my opinion on the 37Signals price-raising uber-scandal; […]

Does Goldilocks Pricing Work for SaaS?

Article by Lincoln Murphy

A Pricing Strategy for SaaS built for the sole purpose of nudging customers away from a decoy price to the middle version can work. I was asked for my thoughts on this question someone posted on Quora: “Based on your real-world experiences, does Hal Varian’s ‘Goldilocks pricing’ result in most buyers choosing the middle option?” […]

Customer Negotiation: Discounts, Retention, and Value

Article by Lincoln Murphy

Are your customers frequently requesting discounts? Are you left wondering if reducing your prices is the only way to retain their business? If you’re a Customer Success Manager (CSM) or a Head of Customer Success, you’ve undoubtedly encountered these dilemmas. Fear not; there’s much more to customer negotiations than yielding to price reduction demands. This […]

The Real Reason Your Company Invests in Customer Success

Article by Lincoln Murphy

The Real Reason Your Company Invests in Customer Success

Customers Hate These 3 Things (and How to Avoid Them)

Article by Lincoln Murphy

Customers Hate These 3 Things (and How to Avoid Them)

Customer Success: The Lost Art of Churn Reason Analysis

Article by Lincoln Murphy

Why do customers churn? If you can’t answer this accurately, you’ll never be able to prevent future churn. This guide will help you do just that.

What is a good SaaS Churn Rate?

Article by Lincoln Murphy

What is a good SaaS Churn rate? The easy answer is as low as possible. But there’s more to it; that’s what this post is for.

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Scheduled Site Maintenance March 19 – 21, 2023 Join the other 53,897 folks who get my emails and… Updates on AI, ChatGPT, and Prompt Engineering Get the latest on Customer Success Take your Growth Strategy to the next level Learn about Pricing, Free Trials, and More! There was an error submitting your subscription. Please try […]

Customer Success and Upgrading Grandfathered Customers

Article by Lincoln Murphy

If you’ve been in business for any amount of time, you likely have customers that you’ve “Grandfathered” into old pricing tiers or feature sets that are obsolete now. How can you get Grandfathered customers to move to your current pricing model in a customer-positive way? I have some ideas for you… For context, on Friday, […]

SaaS Free Trial Conversion Rate Benchmarks

Article by Lincoln Murphy

I’m frequently asked about SaaS Free Trial Conversion Rate Benchmarks; after being asked for the 97th time – this week – I decided to publish this post. First, a bit of a disclaimer. Benchmarks are neat… it’s cool to see how you stack up against other companies. Benchmarks are how some executives make decisions and […]

Churn is a Symptom, Not a Disease

Article by Lincoln Murphy

Também disponível em Português por Mathias Luz Churn is when customers cancel their account, don’t renew their contract, or remain your customer but pay you less; the latter is referred to as “revenue churn” and includes discounts, down sells, etc. Now, many companies find out about Customer Success when searching for ways to reduce customer […]

7 Ways Customer Success drives Company Valuation

Article by Lincoln Murphy

I’ve been saying for years that Customer Success is transformative; driving exponential value for both the vendor, as well as the customer. In fact, it’s that value growth for the customer that truly drives the value growth for the vendor. What goes around, comes around. And while the following is something I’ve shared with clients, […]

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