P508 - The good, better, best of SaaS pricing strategies, with Rob Litterst, Pricing Strategist, Profitwell


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Pricing and monetisation is a critical topic for any company at any stage but particularly for SaaS, because as recurring revenue businesses the decisions they make on pricing strategy have far reaching consequences. When companies really think about how to maximise growth and net revenue retention, pricing and monetisation is one of the strongest levers they can pull, but very few companies exercise that muscle.

- The genius of Zoom’s freemium strategy
- Three simple rules to find your pricing value drivers
- Notion has made a bold move, making their lowest product tier entirely free, playing a long game for market share
- Making referrals part of your monetisation strategy.
- Skin in the game pricing is on the rise

ProfitWell are one of the world’s leading SaaS pricing specialists and we have heard from them on this podcast over the years - in fact this is their 4th episode. Stephen Millard and Paul Papadimitriou's guest for this episode is Rob Litterst, Pricing Strategist at ProfitWell. Rob has worked on hundreds of pricing strategies for SaaS companies - large and small - and writes a really interesting weekly newsletter called "good, better, best", which packages up case studies of SaaS companies and other subscription businesses, using real world examples from B2B and B2C to give some really interesting insights. In this episode we dig into innovative and transformational pricing strategies, as well as some of the biggest successes in tech and in SaaS. We're going to be talking about value metrics, strategies to drive network effects and referrals, freemium strategies to drive acquisition and much, much more.