SaaStr recently had a series of interesting posts on pricing. One of them tells the story of a new CRO justifying price increases because of higher costs. Is this ever a good move for a SaaS company?

The 2nd excerpt from the Ibbaka eBook Pricing Strategy for 2023. The economic landscape has changed in important ways and these changes will shape pricing strategy in 2023. Inflation, higher interest rates, the threat of a recession, supply chain challenges, the lack of talent and competitor actions all need to be taken into account.

Market dynamics can change in a recession and a change in market dynamics can motivate a change in pricing strategy. Market dynamics differ by segment and customers can change segments with a recession. Prepare for 2023. Think through how a change in market dynamics could require changes to your pricing strategy.

As you plan pricing actions for 2023, take into account more than one scenario. Two of the critical uncertainties are around interest rates and economic growth. These combine to call different value drivers to the top of a buyer’s mind. The relative importance of different value drivers for target segments has a big impact on pricing strategy and execution.

Some companies think that price increases will be easy in 2023, given the expectations created by inflation. They are wrong. Inflation is different in different industries and in some cases inflation makes it harder to raise prices as people become more cost conscious. Ibbaka can show you if and how you should raise prices.

Fixing poor sales or pricing performance doesn’t have to be hard! Many of these challenges ultimately are centered around understanding the customers biggest pains, and the real value of solving those problems. In this article, we help you take a methodical look at why sales teams lose deals and what to do about it.

Inflation and a possible recession. Many companies are circling the wagons and shifting to survival mode. This means different things for different companies, but in all cases, pricing should be at the center of the board conversation. Here are 5 Questions that boards should be asking CEOs about pricing.

Over the past 6 months, we have seen many companies shift their focus from ARR (Annual Recurring Revenue) to growing NDR (Net Dollar Retention - also known as Net Revenue Retention). How do you use the value and pricing levers to grow NDR?

Inflation is raising its head. This will lead to pressure on pricing leaders to increase prices. Before making a knee jerk response, find out how inflation impacts your customers and the differentiated value you provide them. Ask what impact inflation will have on demand for your solutions.