For SaaS businesses that have built neat product, but unsure of the best way to go to market now, and future proof their pricing potential.
B2B SaaS Packaging & Pricing
Fast Start Engagement
Get your pricing structure aligned to your customer value, and to your business objectives
Why is nailing your Pricing Structure so important
Did you know?
Companies using the right pricing metric(s) grow ARR from existing customers 2 times faster than those who don’t.
Did you know?
Packaging & Pricing optimised for how, and what, customers want to buy, results in 20% reduction in average discount.
Did you know?
B2B SaaS businesses that refresh their P&P annually have a 35% average improvement in CLTV to CAC ratio.
So, we built a Fast Start Workshop-led Engagement delivered virtually
Engagement Deliverables
Action Plan
Action Plan for you and your team to finalise and launch new P&P (Packaging & Pricing ) to achieve your P&P vision.
Shortlist Options
Short list of Packaging & Pricing models and metrics specific to your business and market.
Facilitated Learning Session
Learn about Packaging & Pricing key elements and pros and cons of different approaches.
In short, we will ensure you have the right building blocks in place, and step by step guidance for optimising your P&P – and we will get started together.
Workshop Outline
STEP 1
DEFINE YOUR PACKAGING & PRICING (P&P) VISION
Depending on where you are on your market adoption journey, your monetisation goals and strategies can be vastly different. We will discuss the trade-offs and aim to align the business on what your P&P shall achieve in the next 12 months.
STEP 2
LIST YOUR CUSTOMER VALUE DRIVERS AND EQUATIONS
A customer value driver is the description of how the customer gets value when your solution solves a business pain that they have; and a customer value equation is the formula for quantifying how much value they receive from your solution. We will articulate these to build the right foundations of your value-based P&P.
STEP 3
SHORTLIST YOUR VIABLE PRICING METRIC(S)
The pricing metrics are inputs used to calculate the price a customer pays, i.e. units such as “per user”, “per transaction” or “per outcome”. We know how expensive getting your pricing metric(s) wrong can be in the long-term. Thus, we will explore and shortlist the options that exists for you.
STEP 4
DETERMINE YOUR PACKAGING STRUCTURE
The packaging structure is the way in which capabilities are grouped into an offering for a customer. They are multiple options well-established in the SaaS world today such as Good/ Better / Best and All-You-Can-Eat. We will discuss the packaging models that will work well for your business and market situation.
STEP 5
SELECT YOUR PRICING MODEL
A pricing model is the way a product or service is charged to the customer. Common SaaS pricing models include perpetual license, time-based subscription, pay-per-x or a combination of those. Although businesses can switch pricing models over time, it is crucial to explore all available options and discuss trade-offs before selecting your pricing model.
STEP 6
PRICE LEVEL SETTING METHODOLOGY
Smart value-based Packaging & Pricing (P&P) architecture considers price level after models and metrics are determined: how you charge your customers trumps how much you charge. In this step, we will discuss which inputs to price level setting make sense, which are available and what could be fetched.
STEP 7
RECAP & DOCUMENT ACTION PLAN
As we go through steps 1 to 6, we will identify information gaps. We will document those together with recommended next steps so you leave with an actionable plan to progress your Packaging & Pricing (P&P) to an in-market strategy.
Download the info pack to learn more about the Fast Start Engagement, eligibility criteria & more.
Frequently Asked Questions
Sounds great, but will this work for me?
This engagement is for B2B (you sell to other businesses) SaaS or platform companies who need to:
- Establish Packaging & Pricing (P&P) for a new product or service
- Explore transitioning to a subscription pricing model
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Create targeted P&P for a new segment or channel without risk to existing business
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Challenge an incumbent, market-set commercial model
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Sequence tactics to align to current maturity without restricting future potential value
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Optimise the existing P&P as your business and market evolves
Do I have to continue working with the mgpricing team to execute the action plan?
No. mgpricing can offer further support but it is optional whether, after the workshop, you continue to work with mgpricing to finalise the Packaging & Pricing (P&P) or progress it via another route.
How much does the Fast Start Engagement workshop cost?
The virtual, workshop-based engagement has a fixed fee of £14,500.
Contact us for a personalised fit assessment & proposal and to estimate costs for an in person workshop.
Where does the workshop take place?
We have virtual and in person options.
We recommend the virtual option for distributed teams, non-London based teams and while COVID restrictions are in place.
How long will the workshop engagement take?
The workshop is designed to cover all the key topics for a Packaging & Pricing (P&P) review in 1 day; or in 2 half days for virtual workshops.
Both options include a workshop planning call that will take place days before the actual engagement.
Who are the recommended workshop attendees?
For a successful workshop we recommended 4 to 8 attendees and key representation from:
- Executive
- New Business Sales
- Customer Success / Account Management (if separate team exists)
- Marketing / Product Marketing / Product Management (the team who should own and be responsible for P&P and enabling the sales team to sell it)
- Product Engineering / Management (to get input on what P&P options are feasible)
- Finance (optional)
Am I required to do any work before the workshop takes place?
Before the workshop day(s), we will have a 90 minutes workshop planning call to align on scope, share essential background information and discuss key facts and terminology. For example, we will cover what target customer segments & solutions or services are in scope .
In this call we will also confirm workshop attendees and dates.
How can I learn more and/or get started?
Contact us for a 30 minutes intro call to meet the mgpricing team that will be working with you. We will assess your company fit for project and agree on next steps.
We will share a workshop proposal and contractual agreement within days.