Campbell: Value-metric pricing automatically bakes expansion revenue into SaaS models
Patrick Campbell · 1049 We're Bootstrapped And Doubling Revenue YoY, Past $8m ARR · Jun 8, 2018 · at 4:31
ProfitWell CEO Patrick Campbell explains to Nathan Latka the single most important tactical pricing strategy for SaaS companies.
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“I think that you need to be charging based on where the value is ascribed in your product. So per seat, per contacts, per amount of data enriched, per et cetera, because it bakes in expansion revenue into your actual business model. So that even if you're not really that good at customer success, you're not good at sales, you're not good at pricing, you at least have this lever that's automatically expanding revenue within your business to get to some beautiful net negative churn.”
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