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