THE VALUE & PRICING BLOG

The latest stories, blog articles, and pricing news from the Ibbaka team

Steven Forth Steven Forth

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.

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Steven Forth Steven Forth

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?

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Steven Forth Steven Forth

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.

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Steven Forth Steven Forth

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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