Close deals and price right

Run a process that gets to a decision, and charge what the thing is worth.

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

  1. Written for the buyer, which is exactly why a seller should read it. These eight asks (price caps, rollover, overage true ups,... Tropic Article · 14 min read SaaS and AI Contract Negotiation: Every Term Worth Asking For (Beyond Price) Elissa Walters
  2. The shape of an Indian government or PSU software contract, which nothing in the global SaaS canon prepares you for: EMD of one... TenderDekho Article · 25 min read Software Tenders in India 2025: The Complete Guide Arjun Reddy
  3. The case for the cadence itself. Poyar's point that pricing can now be stale within six months, and his recommendation to run... Growth Unhinged Newsletter · 12 min read Pricing used to last 18 months. Now it's down to 6. Kyle Poyar
  4. Two things you will not hear elsewhere: get pricing right before ten million dollars of revenue because after that even minor... Prime Venture Partners Podcast Podcast · 45 min listen Ashu Garg, General Partner Foundation Capital on Enterprise Software Mega Trends, GTM Strategy and Pricing as an Evolving Process Shripati Acharya
  5. A worked competitor teardown of two Indian companies, which is the single most useful artefact a pricing review can produce.... SBI Growth Article · 12 min read Tearing Down the Pricing of Zoho and Freshworks SBI Growth
  6. Pricing discipline lives or dies in sales ops, and this is where it sits in an Indian SaaS org: who owns the guardrails, when... SeedToScale (Accel India) Article · 14 min read Sales Ops: Improving the Efficiency of your Sales Engine Rachit Parekh
  7. The margin defence most companies are actually reaching for. Poyar's number is the one to remember: roughly 70 to 80 percent of... Growth Unhinged Newsletter · 14 min read Why everyone's switching to AI credits Kyle Poyar
  8. Gives you the current benchmarks to set expectations with your board (roughly 45 to 53 percent depending on how much of the... Jeff Brokaw Article · 12 min read AI Gross Margins: Why the 90% SaaS Benchmark Is Gone Jeff Brokaw
  9. One metric you can start tracking this month: AI product revenue divided by inference cost. It moves before your gross margin... The SaaS CFO Article · 8 min read How to Calculate the Inference Efficiency Ratio Ben Murray
  10. Names the version of this problem that is specific to Indian companies: revenue in rupees, inference billed in dollars, and a... Inc42 Article · 8 min read India's AI Inference Problem Team Inc42
  11. Kiran Darisi (Atomicwork) and Sreedhar Peddineni (GTMBuddy), both out of the Freshworks lineage, on why per seat pricing stops... The Neon Show Podcast · 80 min listen If Big AI Goes Everywhere, What's Left for B2B SaaS? 25 Years, 4 Startups, 3 Eras of SaaS Siddhartha Ahluwalia
  12. Video · 40 min From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by Jason Lemkin Jason Lemkin
  13. Video · 18 min How To Price For B2B | Startup School Tom Blomfield
  14. Video · 37 min Lessons from 24,376 SaaS Companies: Value-Based Pricing Strategy - Patrick Campbell Patrick Campbell (ProfitWell)
  15. Video · 24 min It’s Price Before Product. Period. Madhavan Ramanujam (Simon-Kucher)
  16. Podcast · 77 min Breaking Down India’s SaaS Market: US Dollars vs Indian Distribution, Will Enterprises Buy or Build ASYMMETRIC Podcast hosts and guests
  17. Video · 31 min The Top 5 Sales Scripts To Handle ANY Pricing Objection Armand Farrokh and Nick Cegelski
  18. Video · 28 min Pricing Is Product: Field Notes From the Frontier of AI Monetization | Chargebee Beelieve '26 | SF Chargebee Beelieve panel
  19. Podcast · 42 min SaaS Startups: Early Stage Sales, Product Demos & Right to Sell with Jen Abel, Co-Founder JJELLYFISH Jen Abel, with Amit Somani
  20. Video · 59 min Multi-Threading: Steal this framework to increase win rates by 2-3x Jason Bay
  21. Video · 8 min 5 Rules for Successful Startup Pilots, POCs, Trials | Dose 045 Andrew Ackerman
  22. Video · 33 min Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales) Armand Farrokh and Nick Cegelski
  23. Video · 10 min SOC 2 Compliance: Everything Startup Founders Need to Know Rob Walling
  24. Video · 35 min How to Conduct an Effective Win Loss Interview Clozd win loss research team

Show the next 24

The questions

Running a sales process and closing 16

Discovery, demos, qualification, champions, procurement and the last mile to a signature.

I have a call booked with a real prospect tomorrow. What do I do on it? 4 → Founder-led sales sounds terrifying. Why can I not just hire a salesperson? 4 → How do I know if a deal is real or if I am being strung along? 4 → My demos go well and then the deal stalls. How do I stop that? 5 → How do I turn random wins into a sales process someone else can run? 4 → All 16 questions in Running a sales process and closing →
Pricing and packaging 16

What to charge, what to charge for, how to package it, and how to change it later without losing people.

I have no idea what to charge. How do I pick a first price? 4 → What is a value metric and why does everyone say it matters more than the number? 4 → How do I design tiers so buyers pick the right plan and grow into the next one? 4 → How do I find out what customers will actually pay without just asking them? 4 → Should I price in rupees for India and dollars for everyone else? 4 → All 16 questions in Pricing and packaging →
eChai Partner Brands The partnership →