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 must be present (or not!) - especially in B2B - for a Pricing Page to be as successful [...]

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 their best bet was not to do that as it could put the focus of the customer on the wrong [...]

"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 - "how does competitor pricing figure in?" - I thought I would let [...]

It's not your price... it the value perception of your product. I'll say it again... Price Objections are Value Objections. Any attempt to argue with that is likely an attempt to justify a bad decision you made or are about to make. Yowza... now how's that for a statement? The other day I was talking to the founder of a relatively early-stage SaaS company who couldn't answer this question [...]

It's easier than you think to get to $1M in annual revenue with your SaaS or Web App. To have a $1,000,000 per year run rate, you need to bring in $2740 per day... roughly. Pardon me if my math is off a bit... this is just one of those posts to get you thinking... your mileage will vary! I prefer to plan from the bottom up most of the time, especially when looking to employ a short-term [...]

Was OfficeDrop forced into Freemium at phone-point? Healy Jones, VP Marketing at OfficeDrop, told me exactly how leveraging mobile apps made Freemium the right strategy for them. Do you prefer to listen on the go? Download the .mp3 audio file (33.7MB) here. Wistia has kindly donated business video hosting to me, which pretty much makes them awesome! If you aren't familiar with OfficeDrop, [...]

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 the same time. The conversation is about 40 minutes... Check it [...]

SaaS vendors and Web App startups must manage marketing metrics, but before diving in too deep, answer these two questions. What if I told you there are two questions that you probably don't immediately know the answer to but if you did would absolutely change your view of your self-service "sales funnel?" Would you want to know what those questions are? What if I told you that answering these [...]

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. Well, why not? Let's check out the pricing page of the top pure-play SaaS company in the world! This [...]

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; there's nothing to see here, move along. WAIT! Don't move along yet... there actually [...]