SaaS Go To Market Best Practices & Pricing Samples

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SaaS Go To Market Best Practices & Pricing Samples

  1. 1. SaaS Best Practices <ul><li>Optimize ease & speed of initial purchase </li></ul><ul><ul><li>Reduce barriers to entry (product & comprehensiveness-related) </li></ul></ul><ul><ul><li>Simplify the value proposition and decision-making process </li></ul></ul><ul><ul><li>In nascent markets, introduce feature-light free version as an “impulse buy” option </li></ul></ul><ul><li>Provide tight range of offerings to encourage initial decision </li></ul><ul><ul><li>Use “throw away” light and ultra-premium editions to point prospects towards ideal middle options </li></ul></ul><ul><ul><li>Low-priced option sales are completely marketing driven (i.e. no salespeople involved) </li></ul></ul><ul><li>Proactive sales focus on upsell after initial purchase </li></ul><ul><ul><li>Upsell to more feature-rich versions (when they’re ready) </li></ul></ul><ul><ul><li>Upsell to a-la-carte options & add-ons </li></ul></ul><ul><ul><li>Automate activity monitoring and migration path to more advanced options </li></ul></ul>
  2. 2. SAMPLES
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  6. 7. Rally Software: Pricing PDF
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