Staging environment

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.

Hosted by

Ajit Ghuman and Jan Pasternak

28+ years of combined experience in SaaS Pricing and Monetization

Ajit Ghuman and Jan Pasternak

28+ years of combined experience in SaaS Pricing and 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:

Product, Product Marketing Managers who'd like to drive pricing change in a SaaS company

Executives and Founders who consider adding Pricing to their org and want to understand the value of the role and its responsibilities.

Revenue Operations and Deal Desk Managers seeking deeper understanding of the practical side of pricing and discounting.

Product, Product Marketing Managers who'd like to drive pricing change in a SaaS company

Executives and Founders who consider adding Pricing to their org and want to understand the value of the role and its responsibilities.

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.

Course syllabus

Week 1

Mar 26—Mar 27

Pricing Fundamentals (intro to our 5-step framework)

4 items

Step 1 - Goal Setting

4 items

Step 2 - Mastering Packaging Structures

3 items

Step 3 - Price Metrics

7 items

Homework Case Study introduction

1 item

Step 4 - Rate-Setting and Price-point Selection Approaches

2 items

Step 5 - Discounting

3 items

Homework Case Study discussion

1 item

Bonus

Pricing for International Expansion

2 items

Research and Analytics in Pricing

3 items

Organizational Management for Pricing

3 items

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

Jan has made a career out of establishing Pricing and Monetization teams in organizations that didn't have this function before, it's a rare and valuable experience.

Meeghn Hanson

VP of Marketing, LogMeIn

Everybody thinks they know Pricing, they don't. Jan has a long history of debunking myths and educating teams on core Pricing principles.

Ignacio Perello

Head of Pricing Strategy, Contentful

I went from dreading understanding pricing strategies to geeking out on something that has been a weakness for me.

Janna Johnson

Staff Product Manager, SamCart

We literally use Ajit's book as required reading for all our employees at Stigg. Ajit is a wealth of knowledge in both SaaS pricing frameworks and also rich real-world pricing case studies.

Dor Sasson

Co-founder & CEO, Stigg

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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