The Art of SaaS Pricing and Monetization
4.6 (24)
2 Days
·Cohort-based Course
Frameworks, Core Principles, Top Case Studies for SaaS Pricing, learnt and refined over our 28+ years of experience in SaaS Monetization.
The Art of SaaS Pricing and Monetization
4.6 (24)
2 Days
·Cohort-based Course
Frameworks, Core Principles, Top Case Studies for SaaS Pricing, learnt and refined over our 28+ years of experience in SaaS Monetization.
Previously at
Course overview
Is pricing your blind spot? Let us show you where to start.
If you are:
A Product Manager, Product Marketer, Marketing Lead, Pricing Lead who wants to hone up your skills in SaaS Pricing & Packaging.
Or an Entrepreneur wanting to add Pricing team to your organization.
Let us show you where to start by learning how to:
Get organized:
- Organize a pricing project via 5-step framework that works
- Avoid common Pricing mistakes
Design Pricing and Packaging:
- Package new product or features in context of your market segments
- Understand customer willingness to pay (WTP) and price sensitivity
- Select a well aligned pricing metric that helps both your company and your customers win
- Decide between subscription-based, usage-based, tiered pricing, freemium models, etc.
- Think about bundling to drive incremental revenue
Execute and operationalize:
- Create a cross functional pricing tea and solve common team biases
- Run qualitative and quant research (Van Westendorp, Conjoint and more)
- How to think about discounting and pricing operationalization
Our Case Studies include examples from:
Zoom, DocuSign, Nosto, Citrix, Yousign, Amazon Connect, Genesys. And multiple cases from smaller, series C to post-IPO companies. We continue adding more.
We've led pricing & monetization teams at Zoom, Twilio, Narvar, Linkedin, Citrix, DocuSign, Squarespace and Microsoft. We've distilled the theoretical knowledge and practical tips gained from these experiences and added more real-markets examples to share with you.
In this course, we simplify pricing strategy & monetization principles to give you the confidence to lead initiatives for your product line and across the company.
Who this course is for:
01
Product, Product Marketing Managers who'd like to drive pricing change in a SaaS company
02
Executives and Founders who consider adding Pricing to their org and want to understand the value of the role and its responsibilities.
03
Revenue Operations and Deal Desk Managers seeking deeper understanding of the practical side of pricing and discounting.
What you’ll get out of this course
Diagnose pricing model problems. Match the common challenges with the right solution.
We introduce a framework that will diagnose most types of SaaS pricing model problems. We will walk you through multiple examples to show how to introduce improvements.
Become adept in the common pricing and packaging approaches and strategies.
Recognize when to use different types of packaging (Good-Better-Best, A-La-Carte, Add-Ons). Decide between usage-based and feature-based models. Dive deeper into usage-based structures (linear and multi-part tariffs)
Develop strategic discounting structures and set up Pricing Deal Desk
The course demonstrates how to be more deliberate about the use of discounting. Instructs how to design the right discounting structure and how to help Sales Team use it successfully.
Learn how to establish Data-Driven Pricing
We are going to show examples for different data sources used for pricing decisions and explain key quantitative research methods like Conjoint, MaxDiff, and Van Westendorp
Lead cross-functional pricing & monetization teams
Understand how pricing strategies become operationalized, how to organize different teams to be successful and the role of executive sponsorship.
This course includes
Interactive live sessions
Lifetime access to course materials
33 in-depth lessons
Direct access to instructor
Projects to apply learnings
Guided feedback & reflection
Private community of peers
Course certificate upon completion
Maven Satisfaction Guarantee
This course is backed by Maven’s guarantee. You can receive a full refund within 14 days after the course ends, provided you meet the completion criteria in our refund policy.
The Art of SaaS Pricing and Monetization
Course syllabus
01
The Critical Importance Of Pricing & Monetization
Clarification of the role of pricing & monetization as a lever to drive company revenue, profits and valuation. Explanation of the main biases and misconceptions rooted from lack of Pricing focus, supported by case studies of top Pricing transformations.
02
The Anatomy of Pricing: 5-step Improvement Plan
We describe 5-step model to diagnose and transform Pricing structure for any SaaS company. From goal setting through selection of the right pricing model all the way to discounting. We cover real world examples to apply this framework.
03
Step 1 & 2 - Goal Setting and Pricing Model selection
Go through an approach to intelligent pricing model selection for SaaS, targeted to your company's chosen market segments and strategy.
04
Step 3 - Packaging: Selecting the Right Price Drivers
Explains the process of selecting the pricing drivers and pricing metrics whether it's based on features, consumption or the customer size.
05
Step 4 - Rate-setting
Having chosen the right pricing model and structure, the last step of designing the perfect line-up is the calculation of the optimal price points. We'll present the commonly used approaches for such exercise.
06
Step 5 - Discounting Structures & Philosophies
Discounting strategy is an integral part of pricing, In this module we'll walk through standard practices, methods of selecting the right one and measuring whether your discounting is effective or results in revenue loss.
07
Executive Alignment
Changes to pricing strategy usually require broad company-wide adjustments. We'll reveal some best practices to drive such important transformation.
08
The Monetization Tech Stack
We cover all the systems and building blocks required to implement our pricing model, such as product entitlements, metering, billing and CPQ (configure price quote).
09
Research Techniques
There is a broad selection of quantitative and qualitative techniques and research methods to enable data-driven pricing. We'd like to showcase a few most popular ones, together with their pros and cons.
4.6 (24 ratings)
What students are saying
Total Time
8 hours total split into 2 days
8am to Noon on both days
Active hands-on learning
This course builds on our years of practical experience, so it's designed to be a collaborative exercise, a workshop.
Interactive and project-based
You’ll be interacting with other learners through breakout rooms and project teams
Learn with a cohort of peers
Join a community of like-minded people who want to learn and grow alongside you. Share your experience and beast-practices, the way we share ours.
5-Step Methodology for SaaS Pricing by Ajit Ghuman, Co-founder & CEO Monetizely Inc.
What people are saying
Meeghn Hanson
Ignacio Perello
Janna Johnson
Dor Sasson
Meet your instructors
Ajit Ghuman
Ajit is the author of Price To Scale: Practical Pricing for Your High Growth SaaS Startup. He is a SaaS Monetization & Product Marketing veteran and has helped firms such as Twilio, Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue and win. Ajit also hosts a podcast on Monetization called Code To Cash, chairs the pricing channel for Pavilion and features in Sharebird's list of Top 50 Product Marketing Mentors for 2021.
Jan Pasternak
Pricing leader with 15+ years of experience. Established and grew Pricing, Monetization and Yield Management organizations for Microsoft, LinkedIn, Citrix, LogMeIn & Zoom. Passionate about statistical methods for line-up optimization and organizational alignment of Pricing teams.
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The Art of SaaS Pricing and Monetization
Price To Scale: Practical Pricing For Your High Growth SaaS Startup
As of March 2023, Price To Scale is the #1 search result on Google search for "saas pricing book".
The book will help you get to the following four fundamental pricing decisions and guide you on how to operationalize pricing within your organization:
1. Packaging: What will be your product 'offers’/’packages'?
2. Pricing Metric: Which metric or set of metrics will drive your core pricing model?
3. Pricing Structure: How will you structure your pricing model?
4. Price Point: What specific price point will you charge?
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