You price seats. Buyers pay for outcomes.
The unit of value does not match willingness to pay. Packaging and discounts cannot fix a broken metric.
Value metric guide →Pillar Guide
Pricing that captures the value you already ship.
Price is the P&L lever most teams leave on the table. Wrong value metric, soft packaging, and ad hoc discounts leak margin every quarter.
Pricing and monetization for $10M-$100M SaaS means picking the value metric, packaging for willingness to pay, then raising and renewing with a named owner. The goal is margin and LTV, not a prettier price page.
What is breaking?
Pick the break that matches your week. Ignore the rest for now.
Tiers overlap. Discounts close the deal.
Goodwill pricing and messy SKUs leak margin every quarter. Clean the architecture before you raise list.
B2B pricing playbook →You need a lift. Nobody wants to send the letter.
Fear of churn blocks needed increases. Raise with a rollout plan, segment rules, and renewal ownership.
Increase rollout plan →The Pricing and Monetization Flywheel
Align value, willingness to pay, and execution so margin expands.
- 01
Understand value
Quantify customer outcomes and willingness to pay.
Value metric → - 02
Design the model
Choose the pricing structure, metrics, and tiers.
Pricing playbook → - 03
Execute with precision
Package, position, and communicate with clarity.
Deal desk → - 04
Test and learn
Run price tests, measure elasticity, and refine.
Increase plan → - 05
Optimize continuously
Expand upmarket, reduce leakage, improve mix.
Renewal strategy → - 06
Capture more value
Increase LTV, margin, and retention.
Capture value →
Three paths
Open the one that matches the decision on your desk.
Fix the model
- Value metric and packaging
- B2B pricing playbook
- Deal desk rules
Lift without burning trust
- Price increase rollout
- Renewal pricing strategy
- Segment and messaging rules
Stop discount leakage
- Deal desk for mid-market
- Packaging discipline
- Approval thresholds that stick
Start here
Core playbooks
Read these first. The rest of the library supports them.
Articles in this series
One pricing decision per article. Use what you need this quarter.
The All (95) tab is the full library with search and filters. This page lists 5 articles in this pillar. Article cards are in Articles in This Series above. Open the full library.
Pricing7 min read
SaaS Pricing Increase Rollout Plan
B2B SaaS pricing change and increase announcements: cohort tests, clear notice (including 2025–2026-style pricing cycles), grandfathering, CS talk tracks, and weekly NRR/churn reads. Pairs with the B2B pricing playbook.
- SaaS pricing increase rollout plan
- B2B pricing increase
FAQ
Common questions
Straight answers before you dig into the articles.
Get new playbooks
Value metrics, packaging, and price increase playbooks. About 1-2 emails a month.
This block is email only. Every guide for this pillar is in Articles in This Series above.
Pricing stuck?
Fix your pricing before the next board meeting.
30 minutes. I will name the two or three pricing changes with the highest margin impact. No pitch.