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Topline
TOPLINE HOTLINE: How do you address the pricing gap between early adopters vs new customers?
Apr 18, 2024
Salesloft representative David Obrand joins Topline hosts to discuss bridging pricing gap between early customers and new ones for SaaS companies. Topics include psychological aspect, setting upfront expectations, and emphasizing value to early customers.
10:25
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Quick takeaways
- Addressing the pricing gap involves finding a middle ground and proactively communicating price adjustments to balance fairness.
- Recognize early adopters' support by emphasizing delivered value, aligning price increases with benefits, and ensuring timing suits customer satisfaction.
Deep dives
Managing Price Discrepancies between Early and New Customers
An important aspect discussed in the podcast episode is how to address the gap in pricing between early customers who have received significant discounts and new customers willing to pay market rates. The challenge arises from early adopters being anchored to lower prices while maintaining fairness with newer customers. Strategies like finding a middle ground, proactively communicating price adjustments, and emphasizing gratitude towards early supporters were proposed to navigate this delicate balance.
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