Lieberman: Overly complicated SaaS pricing hinders sales and leaves revenue behind
Seth Lieberman · 898 SaaS: SnapApp Lands Amazon as Customer, Passes $8m in ARR · Jan 8, 2018 · at 11:09
SnapApp CEO Seth Lieberman discusses the trade-offs of multi-axis enterprise pricing models with Nathan Latka.
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“The flip side of it though, is the more complicated you make it, the harder you make it to sell. And so we, you know, like any SaaS company, we try and walk that line, which is how do we leave ourselves enough variability that we can get the right amount of money from big customers who get a lot of value and should pay us fairly without, you know, I've had a top 10, fortune 10 customers say, this is too complicated. We're not going to buy this way. Let me tell you how we're going to buy. I don't give a shit what you do. Go back and reprice everything you do against this model. Okay. You're a fortune 10 company. That's fine. We'll, we'll do that. We'll do that. But like, so if it's too complicated, the sales team will stumble and they'll leave dollars on the table as well.”
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