Skip to main content

SaaS Pricing Fundamentals // The CTO Show Podcast

In my recent appearance on The CTO Show with Mehmet, host Mehmet Gonullu and I discussed smart pricing strategies for SaaS companies. Despite its smaller market share in the smartphone industry, we explored how Apple captures most of the profits through savvy pricing strategies.

Emphasizing the importance of regular pricing evaluations using key performance indicators, we discussed into the complexity of adopting value-based pricing. I also introduced my SVCS model (Segments, Value, Competition, and Strategy) to stress how understanding customer needs and effectively communicating product value are vital to achieving lasting profitability in the SaaS world.

Key topics we covered in this episode:

  • Apple’s strategic decisions and pricing strategy.
  • Comparison of pricing processes to other company processes like engineering and marketing.
  • Critical variables in pricing.
  • Emphasizing the importance of effectively communicating product value to support pricing.
  • Introduction to SVCS model.
  • Need to regularly reevaluate pricing.
Mastering SaaS Pricing: Dan Balcauski on Strategic Positioning and Customer-Centric Value

Timestamped Outline

04:41 The SaaS pricing model.
07:37 Strategic decision-making for SaaS packaging and pricing.
20:31 Blindly adopting competitor’s pricing and packaging is risky.
24:23 Importance of understanding customer’s value metric.
27:12 Critical pricing inputs.
42:07 Organizational commitment to communicating high product value and effective pricing.

Potent Quotables

Understanding Pricing Strategy:

“Your pricing power comes from the differentiated value you create for a particular segment beyond the competitive alternatives available to you.”
— Dan Balcauski

The Economics of Costs and Pricing:

“You don’t want to be in business selling $20 bills for $10. You’re not going to be in business very long.”
— Dan Balcauski

The Economics of Value and Pricing:

“The value that is created by the product, by definition, has to be greater than your willingness to pay. It’s just a rule of economic theory.”
— Dan Balcauski

Want more B2B SaaS pricing and packaging insights? Follow Dan on LinkedIn and Twitter.