Golden: Offer Free User Licenses in Negotiations Rather Than Lowering SaaS Fees
Casey Golden · How to upsell discounted customers to generate 10x more in MRR · Apr 27, 2023 · at 3:05
Casey Golden, founder and CEO of luxury retail platform Lux Lock, explains her enterprise pricing strategy at the SaaS Open conference.
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“We knew that if we charged by accounts for our SaaS fees we'd leave a billion dollars on the table, because there's not as many accounts as there are locations, and if we charge for user licenses, we'd bottleneck our adoption. But everyone is used to user licenses, so we built it into our model to leverage Free user licenses as a negotiation point instead of touching our SAS fee.”
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