Givemefive转发了
Value packaging & pricing expert for B2B SaaS & Professional Services | CEO at Givemefive - ex-Simon-Kucher & Partners
In B2B SaaS, one of the most powerful ways to drive ?? NATURAL upgrades a few months after a deal is won is through quantity limitations, rather than feature limitations. Every week, I meet CEOs who complain about their company’s poor upselling/cross-selling performance. Often, this is because they are not effectively leveraging quantity limitation strategies. ?? NATURAL upgrade = when your customer asks to move to a higher plan. This is what every SaaS company dreams of, but only a few truly master it. - Feature limitations = either off ? or on ? => For example "Access to templates" - Quantity limitations = available but restricted in quantity ???? => For example "Access to 100 templates, 500 or unlimited". ?? So what do to? 1. Find inspiration in this list of limitations from well-known companies 2. List EVERYTHING (be creative) in your SaaS that could have a quantity limitation (e.g., number of downloads, reports, dashboards, etc.) 3. Select the most relevant ones 4. Set different limits to ease deal conversion and plan for a natural upgrade in 3 to 9 months (example, you know that they'll reach the 5GB after 6 months) 5. Combine smartly the limitations (for example look at what Monday.com has done with the storage and log activity). Every detail can make a significant difference. ps: I've helped 500 B2B SaaS companies so far and I monitor more than 1000 pricing pages, so if you need some help... #SaaS #B2B #Valuepackaging #valueselling
Hard work that pays off 10x
And what about startups still figuring out PMF and go-to-market-fit? It's another dimension that can complexify things from a founders perspective. Typically teams optimize for simplicity and just NOT do this because they have other fish to fry. Thoughts?
Insane how valuable and on brand your content is.
Great snapshot - important reminder for teams to be mindful of the subscriber journey to remove friction in the upgrade paths.
Natural upgrades are indeed a game-changer for sustainable growth. ??Implementing strategic quantity limitations not only drives seamless upsell opportunities but also enhances customer experience by letting them grow organically within your SaaS solution. --> It's all about striking that balance between providing value and creating future demand.
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Revenue Operations Director
6 个月That's a great list and true in many cases. But sometimes, companies push for quantity upgrades in an unnatural manner, like limiting the number of users in a marketing automation platform. I've been through this situation, and I see customers sharing the password to avoid upselling. It is a totally different story when planning for the total number of leads or active automation, and customers used to upgrade with no effort every six months or so. Locking the right value metrics is the key.