In episode 646, Rob Walling catches up with James Kennedy, the founder of ProcurementExpress, about James’s unconventional approach to price increases. Every year, James does an annual price increase across the board. He talks about how he communicates it to both leads and customers, the pros and cons of this approach, and why it is been a net positive for the business.
Topics we cover:
- 2:03 - About ProcurementExpress
- 4:41 - How big is the ProcurementExpress team?
- 7:43 - Why did James change the company name?
- 9:48 - What led James to settle on an 8% annual price increase for all customers
- 15:02 - Communicating the annual price increase to new customers
- 17:01- How James uses these annual price increases to close more deals
- 17:36 - When you shouldn’t do annual price increases
- 23:04 - SaaS buying patterns that James sees
- 24:00 - The best subject line that James has ever written
Links from the Show:
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