The SaaS Operator's Guide to Pricing & Packaging
Name the price. Build the tiers. Capture the value.
A hands-on, decision-by-decision handbook for founders, product leaders, and first revenue hires who need a pricing model that grows revenue without breaking trust — and survives a pricing committee.
- Value-based pricing — charge for what you're worth, not what it costs
- Choosing the right value metric — seats, usage, revenue, or hybrid
- Good-Better-Best packaging — tier design that drives upgrades
- Pricing psychology — anchoring, decoys, and number-setting
- Expansion revenue — land-and-expand without friction
- Discounting and deal desk discipline — when to discount and when to walk
- Raising prices without losing customers
- The pricing metrics that matter — ARPA, price realization, NRR
Value & metrics
Value-based pricing, choosing the value metric, willingness-to-pay research, and the language of SaaS pricing.
Packaging
Good-Better-Best tier design, feature fencing, seat-based vs usage-based vs hybrid models.
Setting the number
Anchoring, price points, psychological pricing, and the math behind tier gaps.
Growth levers
Expansion revenue, land-and-expand, freemium vs free trial vs reverse trial.
Commercial discipline
Discounting, contracts, deal desk rules, and pricing across SMB to enterprise segments.
Price changes
How to raise prices, grandfather vs migrate, communicating changes, and running pricing as an ongoing process.
Written for founders setting their first price, product leaders redesigning packaging, and revenue hires who need a pricing framework they can defend to the board — not just a number pulled from a competitor's pricing page.
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