Achieving negative churn can be transformative for a SaaS business, leading to increased revenue from the installed base even after losing some customers. SaaS entrepreneurs are advised to focus on upselling and cross-selling to existing customers to ensure continuous revenue growth. Implementing variable pricing axes or introducing new products can help in increasing revenue potential over time, adapting pricing models as the company matures.

Takeaways from Salesforce's hyper growth scaling and its pricing strategy

01:34

Introduction

3min

The Relationship Between Negative Churn and Price

2min

How to Get More Money Out of Your SaaS Product

6min

The Importance of Professional Services in Salesforce

3min

Figma's Pricing Playbook: Lessons Learned

4min

How to Maximize Your Customer Base

2min

How to Prioritize a Product

4min

Building a Strong Company Culture With Lattice

3min

In Today’s Episode We Discuss:

David Skok: General Partner @ Matrix Partners: Why does David believe that all good products have at least one variable pricing axis? How can founders determine which variable they should choose for their product? What are the pros and cons?
Chetan Puttagunta: General Partner @ Benchmark: Why does Chetan believe we have seen a strong decline in the per seat pricing model? What are the major drawbacks of it? What are we seeing replace it? What has Chetan seen work well amongst his portfolio?
Mark Suster: General Partner @ Upfront Ventures: What were Mark’s two biggest lessons on pricing from seeing the hyper-growth of Salesforce first hand? WHat does Mark advise founders when it comes to price anchoring and discounting? How does Mark view the sale of professional services with this in mind?
Amanda Kleha: Chief Customer Officer @ Figma: What were Amanda’s biggest learnings from running the Zendesk pricing playbook? What does Amanda mean when she says that successful pricing is broke up into 3 separate product features?
Brad Birnbaum: Founder & CEO @ Kustomer:Why does Brad push back on the common suggestion of a “no man’s land in SaaS pricing”? Why is innovation in pricing actually detrimental to sales in most cases?
Guy Podjarney, Founder & CEO @ Snyk: How does Guy think about having a large enough base to test pricing strategies? How does Guy think about the balance between freemium and paid? Does one have to come first?

Read the full transcript on our blog.

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Jason Lemkin

Harry Stebbings

SaaStr