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you’ve decided to
So,


make a living
   with
        SaaS
  Jeff Lawson
jeff@twilio.com
    @jeffiel
simple, universal pricing formula




   value created
- some discount
    = your price
Consumer
           OR              B




                Business
Consumers
Are
Not
Rational
Businesses
are
Pretty
Rational
Every decision driven
two factors...
Reduce
            Costs
Measurable Value
       OR
Increase
Revenue
No measurable value?
                     Stick ad
                             s                           on it!



                                                                    X
Whiten your teeth with Colgate Dental Pro   learn more
                                                          advertisement
so
business customers
                          Neat!
   have a framework for



 measurable
   value
Be Proud
and put a price on
 the value you’re
   generating
Start




           No         Does my service    Yes
                      generate value?




Back to the drawing
                                        How Much Value?
       board
Cost Based Pricing
Profit
Margin =
         Price
Profit = Price - Cost

Price = Cost / (1-m )
Target Margin:   50% (0.5)
        Costs:   $10

        Price = $10 / (1-0.5)
             = $20
Price = Cost / (1-m )
What if your unit costs are basically zero?




          Web Server   Web Server


                   MySQL



         $200 / mo
Value Based Pricing
Are they...
         ...saving money
by replacing a more expensive solution?  
              HOW MUCH?
         ...saving money
     on efficiency because of you?  
              HOW MUCH?
 ...generating more revenue
           because of you?
              HOW MUCH?
Competitive Pricing

Red Herring, see previous slide.
Cost Based         Value Based
                                    sanity
             $$$
                                    check:
                                   do they
       Competition               converge?
Is
It?
Customer Feedback Loops
Making Money with Saas @ Seattle Startup Day
Split Testing
Making Money with Saas @ Seattle Startup Day
$1,000 Mo + + 0.001 / Msg
  $0 / / Mo 0.10 / Msg
Talk to potential
customers,
learn the value prop
during private beta
(which can be free)
Making Money with Saas @ Seattle Startup Day
Making Money with Saas @ Seattle Startup Day
Making Money with Saas @ Seattle Startup Day
Raise prices if
               merited, but
                don’t fool
                people :)



Start conservative,
drop prices if needed
Is
It?
If you’re unsure, just
 make more pricing
       options.
Making Money with Saas @ Seattle Startup Day
Maybe I need
mustard instead
Figure out value generated

 Test with Potential Customers

       Free Private Beta

   Go Public with a Price Tag

Adjust as necessary, ideally down.
Jeff Lawson
jeff@twilio.com
    @jeffiel

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Making Money with Saas @ Seattle Startup Day