I listened to Jonathan Stark‘s podcast this morning, where he shared his “Max-Price” formula:
Desire * Purchase power * # of alternatives.
Just think about it.
Assuming you address an audience with enough desire and purchase power to buy your SaaS, the tricky part lies in component 3.
🤔 – The more alternatives a potential customer dramatically lowers your option to win.
🤔 – The more options they have, the more leverage to influence the deal: Who wins, and at what price or better…. at what discount….
Every week I hear many SaaS CEOs complaining about how they’ve become a hostage in this sea of sameness—where discount feels like their only weapon.
And the odd thing is – they have all the ingredients at hand to break away from this horrible space.
The only thing they have to do is: Take position.
“Other options” is something that lives in a customer’s mind – no one else. Therefore, without taking position, you don’t exist for them.
Your opportunity is to ensure your SaaS is incomparable in their mind.
So my question to reflect upon today:
What makes your SaaS solution incomparable in the mind of your customer?
Like this message?
Every day I send out a short 2 min reflection on shaping a B2B SaaS business no one can ignore. Join the 1,000+ subscribers that have become fans.
Not sure? Browse the archive