Assume discounting will happen and price for it rather than trying to hold an imaginary line. Jason Lemkin's practical version: mark list up so a standard negotiation still lands you where you wanted to be, automate the small predictable discounts (an annual prepay discount, for example) so reps do not have to think, and model a second procurement discount into anything big enough to involve procurement. Publish approved discount bands and require approval above them, because unrestricted rep discretion is how margins disappear. In India, expect a negotiation on almost every deal regardless of your published price. And train the team to trade rather than concede: a discount should buy you a longer term, a case study, an upfront payment or a reference.
4 hand-picked resources, 2 India-specific, 4 link-checked. Pick how you want to dig in.
Why we picked it The pragmatic case for pricing so discounts are survivable instead of pretending you will hold the line: mark up by around 20 percent, automate the small predictable discounts, and model the procurement discount into big deals before they arrive.
From SaaStr by Jason Lemkin short read
Open saastr.com →Why we picked it Settles the most common argument in early sales: 11,331 opportunities show win rates rise when price comes up on the first call, and that waiting for the buyer to raise it does not help you. It also pins down when in the call to do it.
From Gong Labs by Devin Reed short read
Open gong.io →Why we picked it Segments Indian pricing properly (metro enterprise, Tier 1 SME, Tier 2 and 3 SMB) with the discount each expects, and says the quiet part out loud: budget for a 20 to 30 percent negotiation on almost every Indian deal and set list price accordingly.
From upGrowth by Amol Ghemud long read
Open upgrowth.in →Why we picked it The operational side of a price change: tiered rollouts, grandfathered rates, what to communicate and when, plus data showing 73 percent of subscription companies plan increases. Canva's 300 percent rise tied to new AI features is the case study.
From Chargebee by Kim Courvoisier long read
Open chargebee.com →How pricing and packaging reads from a different seat.
The same ground, over in Money, pricing & model, our Starting Up track.
The same ground, over in Money, pricing & unit economics, our D2C track.
