Close deals and price right

What founders use for close deals and price right, ranked by how many answers lean on it.

1. Explains why the deck that impresses a VC actively repels a buyer: different positioning, different proof, different ask. If... aprildunford.com Article · short read Why Your Investor Pitch Is Ruining Your Sales Pitch April Dunford
2. Four actual research methods (Van Westendorp, Becker-DeGroot-Marschak, Gabor-Granger, discrete choice) explained well enough to... Lenny's Newsletter Newsletter · long read The ultimate guide to willingness-to-pay Kristen Berman
3. Answers the two packaging questions that actually come up: when to bundle a new feature into a tier and when to sell it as an... Growth Unhinged Newsletter · 6 min read Your guide to SaaS packaging 201 Kyle Poyar
4. The bounding method for a first price (cost to serve as the floor, cost of a heavy power user as the ceiling) plus the advice... Andreessen Horowitz Essay · long read The Price Is Right: And for Early-Stage SaaS Companies, It Needs to Be Steven Sinofsky
5. The clearest statement of why per-seat pricing breaks when software does the work, with the support agent example (115 dollars... Andreessen Horowitz Newsletter · short read AI Is Driving A Shift Towards Outcome-Based Pricing Ivan Makarov, James da Costa and Bobby Pinero
6. Podcast · 90 min listen 2X SaaS Founder: How To Sell Global Tech Products From India Siddhartha Ahluwalia with Sharath Keshava Narayana
7. Explains the platform fee plus included usage plus overage structure that most AI-era companies are converging on, with Twilio... Chargebee Article · 9 min read The Great Middling: Hybrid Pricing Model and its Growing SaaS Relevance Harikrishna
8. Tracks adoption of usage-based pricing from 45 percent to 63 percent of SaaS companies and, more usefully, flags data mediation... Chargebee Article · 6 min read Usage-based Pricing: Growth and Adoption in a Changing Landscape Arijit Bose
9. Seven hybrid pricing patterns with named companies (GitHub, Shopify, Intercom, Zapier), plus Poyar's point that the enemy is... Growth Unhinged Newsletter · 12 min read The state of usage-based pricing in SaaS Kyle Poyar
10. It walks through the eight clauses that redlines actually land on (liability, indemnity, DPA, payment terms, auto renewal,... Common Paper Article · 12 min read What goes into a SaaS contract playbook Jake Stein
11. The generic contract advice online assumes US paper. This is the Indian version: the Indian Contract Act, the DPDP Act, GST and... Bhavya Sharma & Associates Article · 15 min read Enterprise Customer Contract Checklist for Indian SaaS Startups: MSA, DPA, SLA, IP and Payment Terms Founders Should Fix Bhavya Sharma & Associates
12. Sets your expectations honestly for the first security review you ever face: the certificate does not make the questions go... Compass IT Compliance Article · 9 min read Does SOC 2 Reduce Security Questionnaires, or Just Change Them? Derek Boczenowski
13. Most champion advice stops at identify. This one is about the harder half, arming them: mapping the internal buying process,... Dock Article · 14 min read How to empower your buyer champion (to win you the sale) The Dock Team
14. The clearest short explanation of the person your champion has to reach: the one with veto power and discretionary budget. It... MEDDICC Article · 8 min read Economic Buyer: Definition, Identify and Qualification MEDDICC
15. Gives you the four behavioural tests for a real champion (they repeat your questions to colleagues, they introduce people... SalesMethods Article · 12 min read MEDDPICC Explained: How to Find and Develop a Champion Jake Hickton
16. The source of the two moves that turn a pilot into a contract: put it on a full year agreement with a termination right, and... Heavybit Article · 10 min read How to Execute SaaS POCs that Convert Ashley Dotterweich
17. Gives you the benchmark to judge your own pilots against (roughly 60 to over 90 percent) and explains what drags the number... SaaStr Article · 5 min read What is the typical conversion from paid pilot to annual contract in B2B SaaS? Jason Lemkin
18. A usable template for the document you should agree before the pilot starts: business outcome, usage milestone, stakeholder... Do What Matter Article · 11 min read Pilot Customer Success Criteria for B2B Startups Do What Matter
19. Puts real numbers on what you should trade a discount for: roughly 15 to 20 percent for an annual commit from a smaller buyer,... SaaStr Article · 6 min read Dear SaaStr: What's a Reasonable Discount for an Annual Contract? How About a 3 Year Contract? Jason Lemkin
20. Answers the actual question a founder has, which is when rather than whether, and draws the Type 1 versus Type 2 line clearly:... Workstreet Article · 12 min read When Should a Startup Get SOC 2? Timing Guide Travis Good
21. The most honest list of what to actually build: SSO with forced 2FA, protected branches, centralised logging, infrastructure as... Latacora Article · 20 min read The SOC2 Starting Seven Latacora
22. If you sell into Indian enterprises, DPDP is now part of the security review alongside SOC 2. This lays out the obligations... Wattlecorp Cybersecurity Labs Article · 16 min read What SaaS Providers Need to Know About India's Digital Personal Data Protection Act 2023 Irshad Rafeekhudheen PK
23. Gives the trigger that is actually useful, which is not an ARR number but the moment roughly a fifth of your deals stop fitting... Salesbricks Article · 10 min read What Is a Deal Desk and Does Your Team Need One Jon Festejo
24. The practical version, with templates: audit your historical deals, split standard from custom, and build an approval matrix by... RevOps.io Template · 15 min read A Framework for Building Your Deal Desk (+ 2 Free Templates) Asia Corbett

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