I am working with a sales-led SaaS company from France who're in the final stages of launching the next major release of their flagship product. As with all strategic launches, pricing became a critical element to revisit – and they did exactly that. Their approach? Radically simplified and, ...
"The worst pricing mistake: Ignoring it." This quote got me thinking yesterday. It brought back memories from my time at Unit4, where pricing was under my remit.Â
Let's give a bit more context.Â
The point made in the LinkedIn
post was this:Â ...
Yesterday's B2B SaaS CEO mastermind focused on SaaS Pricing Innovation.Â
The CEO in the hot seat started, "We're selling a cloud service to governmental agencies in the Health sector. They are allocating budgets per patient. So they're already in this kind of patient subscription mindset but still have a horrible capital buying structure because they don't want surprises." ...
One of the biggest problems I see B2B SaaS companies struggle with is the wrong debates about their pricing.
The value delivered is often entirely out of sync with the charged price. And with that, the bulk of SaaS companies leave money on the table.
In this blog I address the challenge: how to approach pricing if you want customers to happily pay a premium?
TL;DR - User-based pricing indicates a lack of customer empathy, frustrates everyone, and costs you money.
One of the most commonly used pricing mechanisms in SaaS is 'user-based.'Â
I understand, but my experience tells me it's the least effective pricing concept available. Let me explain. ...
The 2026 SaaS reset is hitting sales-led software companies from three directions at once: their moat, their margins, and their operating model. This essay walks through what's actually shifting — and what more than a dozen SaaS operators are doing about it. Read it in order, ...
Yesterday evening I had a call with a SaaS CEO that made me think about a scenario that hurt us for years at Unit4.
We had won a massive payroll contract with Oslo Kommune. A landmark €1M deal to pay 50,000+ people every month. The kind of win that gets celebrated in board meetings and press releases. ...
Most SaaS companies don't lose deals because the competitor was better. They lose them because the business case never made it past the surface.
This essay breaks down the seven things that separate proposals that earn full price from proposals that get discounted. Each section comes from real coaching sessions with real software sales teams. ...
This week I asked three sales leaders the same question.
"Before a proposal goes out — who challenges it?"
All three gave me the same answer. "Nobody."
Think about it. Your engineering team won't ship code without a review. Legal won't send a contract without a second pair of eyes. ...
Marcus hit Rule of 40. The board loved it. Six months later, competitors at Rule of 30 stole his biggest deals and sold for 3x his valuation.
Here's what he discovered: Rule of 40 measures whether you're financially healthy today. It doesn't measure whether you'll matter tomorrow.
While he was cutting costs to hit 40, competitors were investing in strategic moats that made them worth 2.3x more.
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