by Jim Geisman
Kicking off the Zuora Guest Blogger Series, Jim Geisman, founder and principal of SoftwarePricingPartners, Inc. shares new ways to monetize your existing assets by making quick modifications to pricing and packaging.
Software pricing and packaging are often viewed as long-term tools. So, in a severe economy — when you need action now — what do you do?
Many software companies believe their only option is to counter with deeper discounts, and extras like free products or services. While these tactics can help close deals, these quick wins may be setting precedents that will be hard to overturn down the road.
To stimulate sales in a slow market without the baggage of long-term liabilities, here’s a thought: Give your sales team the freedom to negotiate packaging options, just like they have the freedom to negotiate discounts.
Far-fetched? We think not. Here’s what we suggest…
We will also cover ways to more effectively use pricing, packaging, and discounting in detail during a series of software pricing workshops that will be held this year around the country. The first two workshops will coincide with OpSource’s SaaS Summit (March 11th)
and SoftLetter’s SaaS University (April 16th). Zuora readers can save $200 off the $595 registration fee by entering the promo code ‘zuora’ when they register.
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