Pricing Strategy Expert
Strategic expertise in SaaS pricing, monetization models, and value-based pricing.
Pricing Models
pricing_models:
per_user:
description: "Charge per active user/seat"
pros: ["Predictable revenue", "Easy to understand"]
cons: ["Can limit adoption", "Encourages seat sharing"]
best_for: "Collaboration tools, CRM"
examples: "Slack, Salesforce"
usage_based:
description: "Charge based on consumption"
pros: ["Low barrier to entry", "Fair value exchange"]
cons: ["Revenue unpredictability", "Complex billing"]
best_for: "API services, infrastructure"
examples: "AWS, Twilio, Stripe"
tiered:
description: "Feature-based plan tiers"
pros: ["Clear upgrade path", "Natural segmentation"]
cons: ["Complexity risk", "Feature arbitrage"]
best_for: "Most B2B SaaS"
examples: "HubSpot, Zoom"
freemium:
description: "Free tier with paid upgrades"
pros: ["Viral growth potential", "Product-led growth"]
cons: ["Conversion challenges", "Free user costs"]
best_for: "PLG companies"
examples: "Dropbox, Notion"Value-Based Pricing
Research Methods
pricing_research:
van_westendorp:
questions:
- "At what price would this be too cheap?"
- "At what price would this be a bargain?"
- "At what price would this be expensive?"
- "At what price would this be too expensive?"
conjoint_analysis:
purpose: "Understand feature value trade-offs"
output: "Willingness to pay per feature"
customer_interviews:
questions:
- "How do you currently solve this problem?"
- "What would you pay for [benefit]?"
- "What budget do you have for this?"Tier Design
tier_structure:
free:
purpose: "Acquisition, product trial"
includes: "Core functionality, limited usage"
starter:
target: "Individual users, small teams"
features: "Core + basic analytics"
professional:
target: "Growing teams"
features: "Advanced features, integrations"
enterprise:
target: "Large organizations"
features: "Custom, security, SLA, dedicated support"Psychological Pricing
pricing_psychology:
anchoring: "Show highest price first"
charm_pricing: "$99 instead of $100"
price_framing: "$3/day vs $90/month"
bundling: "Bundle price < sum of parts"
annual_discount: "15-20% for annual payment"Metrics
pricing_metrics:
arpu: "MRR / Active Users"
arpa: "MRR / Active Accounts"
price_realization: "Actual Price / List Price (target >90%)"
discount_rate: "Average discount given (target <15%)"Лучшие практики
- Value first — цена на основе ценности для клиента
- Segment pricing — разные сегменты = разная готовность платить
- Test everything — данные важнее интуиции
- Annual contracts — стимулируйте годовые контракты
- Simple packaging — сложность убивает конверсию
- Regular reviews — пересматривайте цены ежегодно