THE VALUE & PRICING BLOG
The latest stories, blog articles, and pricing news from the Ibbaka team
B2B SaaS discounting: Should you discount fixed or variable pricing metrics?
Discounting is a fact of life for most B2B companies. As pricing models become more complex and come to include usage or consumption components, what should get discounted? We use scenario planning to think through this question.
Deconstructing SaaS discounting
Discounting is a fact of life in B2B SaaS. If you are going to discount, how should you do so? A fine grained approach can pay big dividends. First unpack discount to reflect the structure of your offer. Then repackage discounts to align with your business strategy and how you negotiate.
Pricing and Planning: 3 Approaches to Discounting
Discounting is a persistent challenge in B2B SaaS. That is not likely to change as there are good reasons to discount. Here we consider three ways that discounts can change over time.
Can a ‘no discounting’ policy work for enterprise SaaS?
There is a growing move towards a zero discounting approach to pricing. Can this work for enterprise SaaS? What would be the benefits? Is there a downside?
SaaS discounting practices and pricing
Discounting is part of most B2B sales, especially at the enterprise level. A recent poll found that less than 5% of companies have ‘no discounting’ policies in place. Who can succeed with no discounting? How can discounting be made successful?
Before taking pricing action manage discounting
Many companies are under pressure to take pricing actions in 2023. Investors want higher prices. Customers want relief from a recession. Inflation is causing some people to raise prices while customers are becoming more cost conscious. Before taking any pricing action, take a look at how you are performing on discounting.
Why service companies discount software ... and why they need to change
More and more services companies are weaving software into their solutions. There is a tendency at some companies to discount the software to maintain margins on professional services. This sends the wrong message to customers and internally. Discounts services before you discount software.
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