SaaStr

NOVEMBER 13, 2024

New Startups and Companies and Enterprise Strong. Klaviyo is seeing strengths in its entrepreneur segment (new companies) and enterprise ($50k+ deals) as noted above. But SMBs in the middle have become more cost and price-sensitive. #10. SMB Weaker.

Scale 306

Scale SMB Scaling Enterprise 306

SaaStr

FEBRUARY 3, 2025

There have been so many price increases since 2021, many apps are 40% or more expensive than they were in 2021. To raise prices even more? DeepSeek has, at least in theory, cut the price of AI for SaaS as much as 90% overnight. And in Classic B2B you are raising my prices this quarter again ? But will it hold?

AWS 299

AWS AI Software Business 299

SaaStr

OCTOBER 25, 2024

So, if an executive wants Enterprise software, they can bypass procurement. 8: 3x Net Dollar Retention Thanks to This Pricing Model Over time, the dominant pricing structure in B2C and B2B applications is like the cell phone plan. You get a base number of minutes for a particular price. Why is the mid-market harder?

Venture Capital 333

Venture Capital Marketing AI SaaS 333

SaaStr

OCTOBER 30, 2024

75% of Customers Are Onboarded By Partners Partners don’t just matter in the enterprise. A Per Seat Model is Key to Expansion at HubSpot Long live per-seat pricing! They recently did an Analyst day though that had some more great data that I thought was super interesting, and worth a deep dive. Sales Hub, i.e

SMB 317

SMB CTO Onboarding Scale 317

SaaStr

FEBRUARY 7, 2021

Let’s break down for example what SMB sales at low price points typically is, and indeed needs to be, to scale: SMB SaaS companies are overloaded with “leads” They often have so many that they cannot follow up with all of them. These 5 key elements to SMB sales are of course nothing at all like enterprise sales.

SMB 334

SMB Sales Hiring Scale Enterprise 334

SaaStr

DECEMBER 11, 2024

Relying on Self-Serve Sales Structure for Enterprise Not everything needs to be a PLG product. Despite the PLG (Product-Led Growth) trend, self-serve models for AI-powered enterprise products are proving challenging. The self-serve enterprise can be tough versus humans leaning into the bigger deals.”

AI Search 290

AI Search AI Artificial Intelligence B2B 290

SaaStr

MAY 13, 2025

This is a classic enterprise SaaS challengebalancing the need to close big deals with the risk of overextending your team on custom work. Charge for It, Generally : If custom features or integrations are a pre-requisite for enterprise deals, customers are often OK paying. Pricing guidelines for custom work. When Do We Say Yes?

Outsourcing Services 194

Outsourcing Services Outsourced Development Enterprise Pricing 194

Tom Tunguz

JULY 10, 2024

Pricing an AI product will be a defining question in software for the next few years. We can observe the market trends today across some of the larger SaaS companies who offer AI pricing. Company Product Base Price AI Price Ratio Github Github Enterprise 21 10 0.67 AI products offer productivity gains.

AI 277

AI Pricing Sales Hiring Strategy 277

Blulogix

OCTOBER 22, 2024

By BluLogix Team Complex Pricing Models: How BluLogix Simplifies UCaaS Monetization Summary: Managing complex pricing models is a major pain point for UCaaS companies. From seat-based pricing to consumption-based and hybrid models, keeping track of various offerings and ensuring transparency for customers can be challenging.

Pricing 110

Pricing B2B Subscription Payment Features 110

SaaStr

JULY 30, 2024

Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. What does scaling Enterprise ARR mean? The Enterprise Funnel Finally, it’s time to scale as your experts become advocates and champions.

Underperforming Technical Team 288

Underperforming Technical Team Enterprise Scale Payments 288

Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. Tiered pricing models emerge to address these differences.

Pricing 108

Pricing Scale SaaS Technical Review 108

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “[You] have to get some sort of dollar commitment for pilots in Mid Market and Enterprise deals. “Regular price increases for SaaS” — Benjamin Irvine. to grow deal size vs. blanket price increases.

Pricing 325

Pricing Scale Enterprise Onboarding 325

SaaStr

APRIL 28, 2025

If a prospect asks about integrations, pricing details, or implementation requirements that you’re unsure about, you’ll simply ask your AI, and it will provide the perfect answer in real-time. Imagine running a complex sales call with an enterprise prospect asking about specific integrations or implementation details.

AI 242

AI Underperforming Technical Team Sales Technical Review 242

SaaStr

MARCH 14, 2024

Mobile Subscription Pricing is Flat, Not Up This is interesting. I suspect it’s because of the huge friction in mobile of moving beyond organic price points like $9.99 a month to pricing, especially for the existing base. #3. No one outside of the enterprise wants to buy today and deploy next month. #4.

Mobile 323

Mobile Subscription Payment Features Pricing 323

SaaStr

AUGUST 21, 2023

So it was interesting when we tried to migrate off an existing enterprise-focused marketing tool we use. The price? 50k plus a migration fee (almost $100k total, really) for the SMB Vendor vs. $15k a year today for The Enterprise Vendor. To some extent, it’s just a natural output of how enterprises price.

SMB 246

SMB Enterprise Scale Pricing 246

SaaStr

FEBRUARY 10, 2023

Dear SaaStr: How Do Enterprises Decide Which Software Vendor to Sign a Deal With? Price rarely wins per se. They may go with their #2 choice based on price … but generally only if they view the top 2 vendors as mostly fungible. Going in low alone is unlikely to win a deal in the enterprise. But … not always.

Enterprise 290

Enterprise Software Pricing Branding 290

SaaStr

MARCH 8, 2024

With everything in AI moving so rapidly, what’s the best way to price Artificial Intelligence products or SaaS tools with custom AI features and integrations? So we asked the expert, Sandhya Hegde, General Partner at Unusual Ventures to share her best practices and trends for pricing and packaging AI products. Why is pricing so tricky?

AI 273

AI Artificial Intelligence Pricing SaaS 273

SaaStr

MAY 28, 2025

It never had a downturn, and just keeps on growing at top-tier rates, selling both to SMBs and now larger enterprises. Monday.com’s Upmarket Strategy is Working Well Monday.com is clearly executing an effective enterprise push. The company is successfully evolving from its SMB roots into a serious enterprise software contender.

Scale 175

Scale SMB Acquisition Enterprise 175

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Revenue 299

Revenue Scale Sales Hiring Compensation 299

SaaStr

JANUARY 28, 2025

Cutting Through the Noise: Three Gen AI Pioneers Reshaping Enterprise Technology In a pivotal moment for generative AI, Vanessa Larco, partner at NEA, brought together three visionary CEOs convened at SaaStr Annual to share insights that are redefining the technological landscape.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

User Pilot

NOVEMBER 7, 2024

Top customer success management platforms for mid-market and enterprise companies. Zapscale – from $500/month to $2000/month and customizable enterprise packages. Velaris – pricing is only available upon request. Catalyst – pricing is only available upon request. Chorus – starting from $8,000/year.

Customer Success 105

Customer Success Enterprise Software Review Startup 105

SaaStr

JANUARY 31, 2023

So Zoom and Shopify are the latest SaaS leaders to do price increases — albeit very differently. Although it’s more impactful than it sounds, because that’s an almost 7% price increase. Bigger accounts and enterprise pricing in some cases is going up much more: Shopify’s increases are much, much bigger.

Pricing 279

Pricing Merchant Services Payment Solutions Payments 279

SaaStr

DECEMBER 19, 2024

Raising prices may or may not work for you. But launching a new, more enterprise / more powerful / better edition? And most of us regret not having gone there a bit earlier. A related post here. #6. Launch a truly more valuable, new higher-end edition. Be thoughtful. Thats a value-add, done right. A bit more here. #7.

Sales Hiring 286

Sales Hiring SaaS Venture Capital Healthcare 286

SaaStr

JULY 3, 2024

Accel Partner Philipe Botteri and Synthesia’s co-founder and CEO Victor Riparbelli deep dive into the lessons learned about building an Enterprise-focused Generative AI company and scaling it. AI Adoption in the Enterprise How do you make it happen? Synthesia has a great story, going from 0 to 50,000 customers.

Enterprise 298

Enterprise AI Search AI Artificial Intelligence 298

SaaStr

NOVEMBER 19, 2024

Walker Research found in 2024 that the customer experience is now equal to price and product regarding key brand differentiators. For example, say your company is going upmarket to Enterprise. Most organizations lose around 10% of their revenue due to bad or poor customer experiences.

Customer Success 290

Customer Success Scaling Social Media Enterprise readiness 290

SaaStr

FEBRUARY 7, 2025

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Ron and his team tapped into their VC network, particularly a16z, to land early enterprise deals. And we found a lot of our big enterprise customers through that channel early days. Talk to users. Ron recalls. The takeaway?

Scale 182

Scale Sales Hiring Scaling Revenue 182

SaaStr

JANUARY 17, 2025

” Rethinking Product Interaction Models Anneka Gupta from Rubrik offered a compelling vision for the future of enterprise SaaS: “AI for us is not a separate product. Pricing Strategy : Consider whether AI features should be packaged as part of existing products or as separate offerings, based on how value scales with usage.

AI 264

AI Cybersecurity User Experience Scaling 264

User Pilot

MAY 27, 2025

Unlike traditional mobile web tools, Whatfix focuses exclusively on native mobile environments, allowing enterprises to create deeply integrated, in-app experiences that streamline user onboarding , feature adoption, and contextual in-app training. Pricing: Whatfix Mobile Whatfix does not publicly disclose its pricing information.

Technical Review 93

Technical Review Mobile Software Review Systems Review 93

SaaStr

SEPTEMBER 28, 2023

In this new SaaStr series called “What’s new at…,” Jason Lemkin chats with WorkOS CEO and founder Michael Grinich about what it takes to be Enterprise ready in SaaS, building vs. buying, and who the stakeholders are in a B2D motion. They offer all the features you need to sell to Enterprise customers. WorkOS is 4.5 No, you can’t.

Enterprise readiness 289

Enterprise readiness Payment Solutions Enterprise Payments 289

SaaStr

FEBRUARY 2, 2025

Companies need to: Ensure secure data handling Maintain clean data for model training Integrate effectively across multiple systems Enable real-time data access where needed Evolution of Business Models The integration of AI is driving changes in how vertical software companies approach pricing and business models: Pricing Strategies Traditional subscription-based (..)

AI 222

AI Technical Review Artificial Intelligence Systems Review 222

SaaStr

AUGUST 8, 2023

Our deep dive includes: What it takes to be “enterprise-ready” today Build vs. Buy in 2023 The stakeholders in a B2D motion Nailing pricing as you go upmarket And much more!

Enterprise 245

Enterprise Enterprise readiness Startup Pricing 245

User Pilot

MAY 27, 2025

We covered everything from features to pricing, along with insights from real users. WalkMe Mobile is most suited for large enterprises and compliance-heavy industries. Pricing: WalkMe Mobile WalkMe Mobile typically comes as part of the full WalkMe platform. What’s the price range like? Curious about WalkMe Mobile?

Mobile 76

Mobile Software Review Technical Review Pricing 76

SaaStr

FEBRUARY 6, 2025

It’s marketing gold and enterprise sales rocket fuel. Because they know enterprise buyers will demand it soon. It’s becoming the price of admission for serious SaaS companies using AI. What The Best SaaS Companies Are Already Doing The leaders aren’t waiting. The smart play?

compliance 176

compliance AI Scale SaaS 176

SaaStr

FEBRUARY 12, 2025

The Evolution of Vertical SaaS The shift from horizontal to vertical SaaS solutions represents a fundamental change in how enterprises buy and implement software. Under his product leadership, Procore has grown exponentially, went public in 2021, and recently crossed the coveted $1B ARR milestone.

Construction 254

Construction Scale SaaS Travel 254

Clouded Judgement

NOVEMBER 18, 2024

As far as an expected timeline - typically companies launch their roadshow ~2-3 weeks after filing their initial S-1 (the roadshow launches with an updated S-1 that contains a price range). After the roadshow launch there’s typically ~1-2 weeks before the stock starts trading.

Benchmarks 299

Benchmarks Payments Payment Services SaaS Payments 299

SaaStr

FEBRUARY 26, 2025

The $10M ARR Rule for Enterprise Here’s a controversial but important take: If you’re under $10M ARR, stay away from Enterprise. Because too many startups fall into what Gross calls the “Enterprise Mirage” – landing a few big logos through heroic efforts but failing to build repeatable systems.

Enterprise readiness 144

Enterprise readiness Enterprise compliance Acquisition 144

SaaStr

FEBRUARY 13, 2025

Here, we see threats when customer attempt to cancel, big price increases every year, and renewal managers trying to force customers to buy extra seats they don’t need. Even as they go more enterprise. Almost every category, outside of very, very enterprise software, can benefit from it. So you’ll know this.

AI 208

AI ChatGPT SMB Enterprise 208