SaaS Pricing Strategy: 5 Stupid Mistakes Killing Your Revenue (And How To Fix Them)

Our notes

Marcos Rivera of Pricing I/O, formerly head of pricing at Vista Equity Partners, goes through five common SaaS pricing mistakes, from framing value too narrowly to oversimplified segmentation. He covers packaging structures, when to charge per user, per usage or both, how to discount without anchoring low, and a value-multiple approach to a starting price. He also suggests what to track across acquisition, expansion and retention to see whether pricing works.