Notes from the field.
Sales Management
Value-Based Pricing and the Case for a Product Value Meter
Picture a warehouse management system sold into a mid-sized distribution company. Before the system, a single pick might cost the…
Sales Management
Outcome Based Pricing: Why the Cost of a Result Is Harder to Know Than the Price
Outcome based pricing gives customers the cleanest possible value story: pay for the result, not the effort. It also sounds…
Sales Management
SaaS Conversion: What a Perpetual License to Subscription Transition Actually Costs
SaaS Conversion Key Takeaways SaaS Conversion Is a Product Problem Before It Is a Pricing Problem The instinct, when a…
Sales Management
The SaaS professional services model: three layers that get billed as one
Key takeaways on Services and SaaS Why one word covers three jobs in Services and SaaS Every SaaS or outcome-based…
Sales Management
Outcome based license models
The outcome based license model: charging for the result, not the attempt This is the fourth article in our series…
Sales Management
Pay Per Use License Model: 5 Essential B2B Software Facts
Key Takeaways: Pay Per Use License Pricing in B2B Software A pay-per-use license charges per unit consumed, such as an…
Startups & Scaleups
Software as a Service: 5 Essential Subscription Facts
Key takeaways SaaS charges a recurring fee, usually per user per month or year, for hosted software the vendor operates,…
Sales Management
The Perpetual License Model: Origins, Hidden Costs, and Who It Still Fits
Key takeaways A perpetual license is a one-time purchase of the right to run a specific software version forever, typically…
Sales Management
License Strategy: 4 B2B Software Models You Can’t Afford to Skip
Key takeaways Why license strategy matters more than any single pricing tactic Every growing software company eventually has the same…