Overview

Shift Your Pricing Strategy from Guesswork to Framework There are many struggles in the SaaS world, but the biggest one is arguably the most important one: pricing. Leaving money on the table by charging too little or driving clients away with confusing plans is one of the many reasons why many SaaS companies fail. Getting pricing right can be the difference between just getting by and high revenue growth. But don't get it twisted, this is not another book about pricing theory. After years of teaching B2B companies how to capture value and win new clients with the right pricing model, pricing expert Marcos Rivera has distilled his knowledge into the pages of this book. What he found out is that pricing, like great music, is all about finding what works for you. You'll learn how to: Lay the groundwork for value-based pricing Learn the right (and the wrong) way to monetize Understand why most pricing efforts fail Master the art of packaging Get better at pricing over time Paired with interviews with experienced SaaS veterans and visualized through the music that moved a generation, the lessons, strategies, and framework in these pages will have you seeing recurring revenue, gain customers that rave about you, and net retention that's unparalleled even in a crowded market. It's the only pricing playlist you'll ever need.

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9781737528005

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Reviews

Very few people can explain complex pricing strategies with the graceful clarity of Marcos Rivera. -Syed Balkhi, CEO at Awesome Motive Marcos' advice has been invaluable to me over the last several years. His experience and expertise makes him one of the most important thought leaders in the area of optimally pricing software products and services. For any executive interested in using pricing as a strategic lever to drive business growth, this book is an invaluable resource and an insightful read. -Arnab Mishra, chief product officer at Xactly Corporation Most SaaS pricing advice is theoretical bullshit that takes forever to apply. Marcos' Street Pricing takes a different approach. You can make an impact at your company in weeks, not quarters. I can attest. Marcos' pricing strategies have been one of the highest ROI for our company. Nothing else comes close. -Ali Mamujee, head of product strategy at Mercatus, a State Street Company Marcos made it easy to capture a once underserved enterprise market and reclaim value across the board. His book is a must-read for PLG companies looking to go upmarket. -Tope Awotona, CEO of Calendly Marcos nailed the art and science of pricing in this book. With his invaluable experiences in a variety of businesses from startups to fast growth, Marcos has demystified the pricing game once for all. This book should be a great reference for every founder and executive in SaaS. -Ravi Adusumilli, senior vice president of partnerships at Airwallex Understanding how best to package and price a company's product(s) is a key component to any Private Equity value creation plan. Marcos' thoughtful and data-driven approach really gets to the heart of how best to do so. A highly recommended read! -Susan Clark, managing director and head of technology value creation at Sun Capital Partners If you want to learn a little bit about hip-hop, and a lot about pricing, this is the book for you! Marcos breaks down some of the things SaaS leaders need to know (and avoid) in an enjoyable and accessible way. -James Wood, senior vice president of pricing advisory at Insight Partners Getting price right is a huge driver of value creation for SaaS companies. Price too low and you're tanking your potential value, price too high and you can slow down deals or even drive up churn, make your pricing too complex and you put a big headwind on sales. Marcos is a true genius when it comes to SaaS pricing, and this book provides invaluable insight into getting SaaS pricing right. -Sham Sao, founder of Growth 11, board member, alum of McKinsey & Company

Author Information

Marcos Rivera is the founder and CEO of Pricing I/O, a boutique expertise practice helping B2B Technology companies unlock growth with Monetization. Prior to starting Pricing I/O, Marcos was a best practice leader for Vista Equity Partners in the value creation areas of product management and pricing. Throughout his 20-year software career, Marcos held several product leadership roles, led numerous mergers and acquisition investments, and experienced two successful exits. He holds a BS in Management Science and MBA from the University of California, San Diego. Marcos coaches SaaS Founders worldwide, is a frequent speaker, guest lecturer, investor, and adviser to startups and is based in San Diego. At Pricing I/O, we show B2B SaaS businesses how to rethink their monetization and achieve game-changing growth.

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