SaaS Best Practices

• Optimize ease & speed of initial purchase– Reduce barriers to entry (product & comprehensiveness-related)

– Simplify the value proposition and decision-making process

– In nascent markets, introduce feature-light free version as an “impulse buy” option

• Provide tight range of offerings to encourage initial decision– Use “throw away” light and ultra-premium editions to point prospects

towards ideal middle options

– Low-priced option sales are completely marketing driven (i.e. no salespeople involved)

• Proactive sales focus on upsell after initial purchase– Upsell to more feature-rich versions (when they’re ready)

– Upsell to a-la-carte options & add-ons

– Automate activity monitoring and migration path to more advanced options

SAMPLES

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Rally Software: Pricing PDF

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