The 5-part pricing framework
Value proposition. Pricing model. Tier structure. Discounting policy. Renewal pricing strategy.
Strategic decisions
Premium vs commodity positioning. Land vs expand pricing. Multi-year incentives. Discount approval thresholds. Annual vs monthly billing.
Common strategy patterns
Land-and-expand: low entry price, expansion through usage or seats. Enterprise positioning: premium pricing, custom contracts. PLG: freemium with paid upgrade.
Review cadence
Quarterly tactical review (discount patterns, ACV trends). Annual strategic review (pricing levels, tier structure, model).
Frequently asked questions
How do I build a SaaS pricing strategy?
Five parts: value proposition, pricing model, tier structure, discounting policy, renewal strategy. Each requires explicit strategic decisions.
CTA
Pricing strategy connects to deal-level data. See how CRUSH supports the account workflow. [Book a Demo]
