Tariffs continue to threaten international trade patterns and B2B SaaS companies are not immune. One of the key ways to defend, and even leverage these changes, is to move to value-based pricing and its corollary value based selling. Here is a quick guide to how you can use value-based pricing in a time of growing tariffs.

The resurgence of tariffs under the Trump administration’s 2025 trade policies has sent shockwaves through global industries. While B2B SaaS companies don’t ship physical goods, they’re far from immune. Clients grappling with disrupted supply chains, inflated costs, and regulatory chaos will inevitably reshape their spending priorities. Here’s how SaaS leaders can adapt pricing strategies to protect margins, retain customers, and even capitalize on shifting demand.

In a world where companies are transforming their offers and finding new ways to compete the Chief Value Officer (CVO) is emerging as a key role. Having a CVO is in your own and your customer’s interests. Ibbaka welcomes Karen Chiang, a co-founder, as CVO.

The customer value manager will play a key role in future SaaS. Going beyond what customer success, sales or pricing do, this role is accountable for ensuring that customers are getting value and that the vendor is getting paid appropriately. Ambitious young leaders should aspire to this role.

Value-based selling has become a cornerstone strategy for many businesses. Executing this strategy effectively without a robust, detailed, validated, and configurable value proposition presents significant challenges. Central to overcoming these challenges is the development and utilization of value models. These models are essential for articulating the unique value a product or service offers and ensuring alignment with customer needs.

Value-based selling has become a cornerstone strategy for many businesses. Executing this strategy effectively without a robust, detailed, validated, and configurable value proposition presents significant challenges. Central to overcoming these challenges is the development and utilization of value models. These models are essential for articulating the unique value a product or service offers and ensuring alignment with customer needs.

The key to value based selling is for buyer and seller to collaborate on the value story. Doing this creates buy in and commitment on both sides. Value stories have an important role to play in supporting the MEDDIC approach to sales.

MEDDIC is a popular approach to lead qualification for B2B SaaS. The M stands for Metrics and itis often where sales struggles. Some even skip over this. The value based approach provides the tools needed to manage the M in MEDDIC.