How can you overcome resistance to SaaS subscription pricing?

To counter SaaS subscription pricing resistance, emphasize value and scalability. Highlight benefits like ongoing updates, flexibility, and lower upfront costs compared to traditional software. Tailor pricing plans to client needs, offering trials or demos for firsthand experience. Share success stories to showcase long-term savings and benefits. This approach can shift focus from cost to value, easing concerns about the subscription model.

I usually like to talk to my customer, clients and stakeholders in terms of their goals and then try to align my product features that helps to achieve their business objective quickly. So below are few hacks I follow while pricing discussions with my client: 1) Value proposition of my solution in the past as well what we have in plan 2) Talk more about the objectives to be achieved than that of only prices 3) Always ready for the comparative case studies 4) Consolidate the feedbacks you have received and how the subscription is helpful to acknowledge the concerns 5) Cost Saving comparison in between subscription and other pricing models

O desafio da venda de software consiste sempre na percep??o de valor pelo cliente. Como executivos comerciais, devemos praticar a escuta ativa e entender n?o apenas do produto, mas o mercado que está inserido, gerando valor com uma vis?o consultiva. Costumo falar que a maior diferencia??o de um vendedor de sucesso é a confian?a que o cliente tem nele (trusted advisor), sendo referência no mercado para consultas e indica??es.

Comunicar de forma clara y concisa la propuesta de valor es esencial para superar la resistencia de los precios en las suscripciones SaaS. Al resaltar cómo nuestras soluciones SaaS satisfacen las necesidades específicas de los usuarios, abordará directamente sus puntos débiles y resaltará los beneficios tangibles que ofrecemos. Al centrarnos en los resultados obtenidos a través de historias de éxito y testimonios de la vida real, mostramos claramente cómo nuestra plataforma impacta sus objetivos, aumentando su valor sólo en términos monetarios.

Stack points of value so high that "cost" becomes "investment." From a business perspective the point of buying any product or services is to see a positive ROI. By developing a proper business case that shows business growth as a result of the investment, your product is now longer just a "cost." Anyone in their right mind would demand investing $1M/yr in a product that will allow them to gain an extra $5M/yr in business.

Para combatir la resistencia de los precios en las suscripciones SaaS, es importante anticipar y abordar las preocupaciones comunes de los clientes potenciales. Garantizar la seguridad y privacidad según estándares y regulaciones, garantizando confiabilidad y alto rendimiento. Brindan la flexibilidad para adaptarse a las necesidades cambiantes. Se integran fácilmente con otros sistemas existentes. Y la ventaja principal es estar siempre en la última versión, evitando costes de migración entre versiones.

Go a step further and anticipate your client's concerns based on their business and industry. For example: Let's say you know the potential client has international operations in the US, Canada, and Germany. Clarify GDPR and data residency compliance is met for each country. With no additional effort required by the client.

?? **Breaking SaaS Barriers: Unleash the Power of Subscription Pricing!** ?? Step 2: Crushing Concerns! ?? Address common worries like ?? security, ?? reliability, ?? flexibility, and ?? integration. Reassure with standards compliance, high-speed performance, adaptable solutions, and seamless integration. ?? Your data is Fort Knox secure! ?? Backup plans ready for any glitch! ?? Choose features that fit like a glove. ?? We've got your back during the transition. ?? Say YES to SaaS with confidence! ???

Collaboration and Integration: Emphasize the ease of collaboration among teams and integration with other tools, fostering a more cohesive and efficient workflow.

This year (and seemingly every year), IT budgets are flat or reduced. Demonstrating cost savings is a must. But that doesn't mean reducing the size of YOUR contract. Demonstrate how your solution can take cost out of other areas of the business. What business leader wouldn't invest $1M to save $5M? That's an extra $4M available to fund other innovations!

Quando falamos em vender algo para alguém, precisamos mostrar nossa tese de melhoria da dor identificada, ganhos e ROI do investimento. Sempre indico fazer uma analise de ganhos embasada em um case de sucesso ou até mesmo uma POC (proof of concept) com cliente, diminuindo assim obje??es financeiras da negocia??o

Destacar de la solución SaaS: Sin gastos en hardware, licencias de servidores o mantenimiento. Al operar en la nube, eliminamos cargas financieras y reducimos necesidades de personal de TI. Cada suscripción es un ahorro a largo plazo, transformando la resistencia inicial en una evidente eficiencia económica.

???? **Unlock Savings with SaaS Magic!** ???? Overcome resistance and embrace the future of software with our SaaS solution! ?? ? **Hardware & Infrastructure** Say goodbye to hefty upfront costs! ????? No more buying, maintaining, or upgrading hardware. ? **Software & Licenses** Escape the renewal trap! ???? Enjoy seamless updates without the hassle of purchasing and updating licenses. ? **IT Staff & Resources** Lighten the load on your IT team! ???? Outsource software management and maintenance, saving time and money. ? **Training & Support** Keep it simple for your team! ????? Easy-to-use software means less training, fewer support needs, and more productivity. ?? **Maximize Savings, Minimize Hassle!** ????

Emphasize cost savings compared to traditional software models, as SaaS often involves lower upfront costs, no hardware expenses, and predictable subscription fees.

La opción de tener pruebas gratuitas, en las que los clientes experimentan de primera mano el valor, reduciendo el riesgo de compra. Descuentos o garantía de precios por plazos más largos fortalecen la percepción de valor y fomentan la lealtad. Este tipo de incentivos no solo motivan la adquisición, sino que brindan tranquilidad al cliente final.

Escuchar, comprender preocupaciones, aclarar malentendidos, empatizar, y resaltar ventajas clave son pasos cruciales. Si conseguimos cubrir las necesidades del cliente, y superamos sus objeciones, estaremos muy cerca de garantizar un cierre exitoso. Es fundamental arropar al cliente en todas y cada una de las etapas de la venta, haciéndole ver que estás ahí para ayudar, no para vender.

Ask them open ended questions like why they feel the pricing is too high because some other the other way he is doing a comparison and to counter that objection you need to find out what is exactly going in his/her mind.

"Low initial investment and pay-as-you-use are two common factors that are advantageous in SaaS pricing. I usually inform my customers that they are paying a recurring price to me, which makes it crucial for me to maintain top-quality services and ensure flexibility."