Knowledge is Power!

The best time to fix pricing is when urgency is lowest. I’ve recently spoken with a number of scaling B2B SaaS businesses about their pricing. They had smart products, strong demand and valuable blue-chip client contracts running over many years. But when a business...

𝐈 𝐰𝐚𝐬 𝐪𝐮𝐨𝐭𝐞𝐝 𝐛𝐲 𝐭𝐡𝐞 𝐁𝐁𝐂 𝐭𝐡𝐢𝐬 𝐰𝐞𝐞𝐤 𝐢𝐧 𝐚 𝐫𝐞𝐩𝐨𝐫𝐭 𝐚𝐛𝐨𝐮𝐭 𝐚 𝐒𝐚𝐚𝐒 𝐜𝐨𝐦𝐩𝐚𝐧𝐲 𝐢𝐧𝐜𝐫𝐞𝐚𝐬𝐢𝐧𝐠 𝐬𝐨𝐦𝐞 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬' 𝐩𝐫𝐢𝐜𝐞𝐬 𝐛𝐲 𝐮𝐩 𝐭𝐨 1,500%. Harvest, a time tracking and invoicing platform used mostly by small businesses and agencies, recently changed its pricing from a simple "per seat"...

Most enterprise deals that stall don't stall because the product failed. They stall because the buyer was never given a reason to pay. That is the gap between a proof of concept and a proof of value, and confusing the two is one of the more expensive mistakes a B2B...

When a company tells me it has a pricing problem, the problem is usually somewhere else. Prices get set, then second-guessed, discounts creep in, and a deal that looked certain slows down or dies the moment it reaches the customer's finance team. The instinct is to go...

Mrs Peacock and I recently spent a week at a five-star all-inclusive resort in Lanzarote. As the Managing Director of a B2B pricing consultancy, I noticed each of these principles at work, every one designed to make the holiday more enjoyable and the price feel more...

A pricing page is one of the highest-leverage assets in a SaaS business. In most cases, it is the last thing a prospective customer sees before making a buying decision. Yet few teams treat it with the same rigour they apply to product, sales, or marketing. PriceMaker...

Calendly has 20 million users and no social proof on its pricing page. That's a huge opportunity for conversion they're missing out on. We built a scoring framework for evaluating SaaS pricing pages. Here's the breakdown for Calendly: 𝐂𝐚𝐥𝐞𝐧𝐝𝐥𝐲: 𝟗𝟏/𝟏𝟓𝟎 (𝟔𝟏%) - "𝐒𝐭𝐫𝐨𝐧𝐠"...

Competitor pricing intelligence in B2B quote-led markets requires a combination of primary research, AI-powered secondary research, and continuous monitoring. Download the full guide. Unlike B2C or B2B SaaS where prices are often published, industries such as tech...

Most teams spend weeks debating the number. “Are we too expensive?” “Should we be 10% cheaper?” “Can we push a price rise through?” That’s usually the wrong conversation. Because price level is what you charge. Pricing model is how you make money. If the model is...

Quick Summary Effective B2B SaaS tier design improves four things: conversion (buyers quickly understand which plan fits), expansion (there's a natural reason to upgrade), discount control (sales has a stronger value story), and operational simplicity (fewer bespoke...

Most leadership teams don’t struggle with “pricing”. They struggle with uncertainty. One week you hold the line on price. The next week you cave in. Same customer, same product, different answer depending on who’s in the room. When pricing decisions are inconsistent:...

AI can now generate pricing recommendations in seconds. Give it a product description, an ideal customer profile, competitor links, and some commercial data, and it can suggest: what to charge how to package and tier it where to position versus competitors what to...

A Seller’s Guide to 30, 60, and 90 Days (for PE-Backed Leaders) It usually shows up in the least dramatic place: a renewal clause nobody has thought about since the deal closed. Then, one day, it turns into a board-level conversation. A customer you thought was “fine”...

If your pricing is still hidden behind “Contact sales”, it is not making you look premium. It is creating friction at exactly the moment buyers want speed and clarity. This shift is not anecdotal. It is clearly showing up in the data. TrustRadius: 49% of software...

Whenever revenue stalls, the first instinct is almost always tactical: reduce the price, offer a discount, sweeten the deal. But very few companies can articulate what they are actually trying to do with their pricing. So they default to short-term fixes that feel...

Most businesses price new products by opinion, scanning competitor websites and having a late-night debate over a spreadsheet. This results in a lack of clarity about the value of your product, a tendency to copy other competitor’s pricing and a missed opportunity to...

Most businesses fear raising prices because they worry about backlash or losing customers. But delaying only makes it harder later. But equally they know that costs have risen in the last 12 months, and they have to do something to maintain their margins. This usually...

What happens when you are not clear on your pricing architecture, and how to fix it. Most companies still run the pricing model they designed at launch. Over time, one-off deals, special terms, inconsistent quotes, and bolt-on products create a spaghetti junction of...

Discounting feels like a low-risk way to win deals. In reality, it’s one of the biggest sources of revenue and margin leakage. But are you fully aware of the impact a discount has on your bottom line when you make a discount decision to secure top line revenue growth?...

If your pricing model mirrors your rival’s, you’ve already agreed to their margins. Obsessing over how much your competitors are charging and trying to work out how to compete with them only ends in one outcome – ever declining margins. The smarter move is to rethink...

When aiming for growth, most CEOs obsess over product, sales and marketing. Few see pricing as a key lever for growth in its own right – it’s always seen as subservient to the other 3 functions. Yet pricing is the fastest and most controllable lever to increase...

“Solution selling” is typically used in industries where there is a standardised range of products and services to choose from, and each one has its associated price. In solution selling, it is the job of the salesperson to understand the requirements of the customer...

A lesson from 20 years ago that still shapes how I help businesses today. Many years ago, I was working as Group Product Manager at DHL’s UK head office. At the time, we brought McKinsey in to review the pricing for all our international shipping services. Four...

When people think about pricing their products or services, the first question they often ask is: “How much should we charge?” This seems like a logical place to start. But it’s like trying to create an advertising campaign by first asking, “What should the headline...