One of the factors that determines willingness to pay (WTP) is perceived fairness. In this post Edward Wong looks into what companies need to do to make there their pricing is seen as fair.

Should B2B SaaS contracts include automatic price increase? Ibbaka shares poll results and gives some guidance on if and when to include such a clause.

Are you facing the age-old question: Should you raise prices when your costs go up? Dive into our latest blog where we embark on a thrilling journey through the world of pricing dynamics and cost management. Join us as we unravel the mysteries of sunk costs, variable expenses, and the delicate dance of pricing strategies in the SaaS world.

Churn sucks the life out of SaaS business models. In this PeakSpan Masterclass Karen Chiang and Steven Forth will diagnose the root causes of churn and how to use packaging and pricing to reduce churn and improve Gross Revenue Retention (GRR).

Where are people applying generative AI solutions? Ibbaka conducted a quick linked in poll to explore this. Here are the results. Not surprisingly, improving internal business processes is the most common use of generative AI today.

When should you sell your SaaS business? What will determine the value? How important is Net Revenue Retention? How is AI and generative AI changing the environment? Get insights from David Rowat of Strategic Exits.

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.

The layering in of AI has led Box to adjust its pricing. What can we learn from this that will help us to price other AI powered solutions?

Our thoughts on what to price, products, use cases or value paths seem to have struck a nerve. We did a LinkedIn poll on this theme and got more than 300 responses in 24 hours. Pricing of value paths is much more common than we expected.

Pricing is often divided into product pricing or services pricing. This is too simple an approach for companies that provide solutions to complex problems. Use cases and value paths can be a more compelling approach to pricing for companies that do more than sell a simple well defined product.

When and how do you hire a pricing consultant? Pricing consultants have the power to streamline your pricing strategies and enhance profits, yet they may also complicate matters with too much analysis. This article offers crucial advice on when and how to choose a pricing expert wisely.

Dive into the intricacies of customer value delivery over time, and discover actionable strategies to ensure your pricing aligns with evolving customer needs. Explore practical guidance aimed at crafting pricing strategies that capture value and drive success, from prioritizing services to comprehending value evolution and cost dynamics.

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.

RAGs or Retrieval Augmented Generation archiectures are becoming a common approach to the design generative AI. They tend to require more context in the prompt changing the cost dynamics. How will this impact their pricing?

We had the pleasure of speaking with Dick Sobel, a seasoned professional in the field of pricing, as he shared his journey from the mid-90s to PricePoint Partners. Dick delves into the intricacies of pricing Acuity and sheds light on its applications in the market. Join us as we explore his perspectives on the evolving landscape of pricing, the impact of AI, and advice for those considering a career in this dynamic field.

SaaS vendors are used to high operating margins where costs are a minor consideration in pricing. AI is changing this. AI is expensive to develop and to operate. Will this change pricing models?

In January we did a simple LinkedIn poll asking what will shape SaaS pricing in 2024. The results reflect the current zeitgeist but are we chasing the shiny new thing?

Usage or consumption pricing has been widely recommended by SaaS pricing experts over the past few years. How well has it been performing? How resilient will it be in a more challenging economy?

Join Paul Lachance from the Software Equity Group and Steven Forth from Ibbaka for a spirited discussion of how to craft and execute a winning pricing strategy and the impact this can have on valuation.

B2B SaaS will face headwinds in 2024 as buyers consolidate their SaaS solutions and insist that value be delivered. AI will transition from being a cool gadget to must have functionality.