Close deals and price right

Pricing and packaging

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

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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Buyers always ask for a discount. How much do I give, and how do I stop it eating my ARR? 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 s... Leading a GTM team 5 resources → A reseller wants to carry us. How do I build a price book for partners without my own sales team undercutting them? Write two things down before you sign anyone. First, the rules of engagement: which accounts, segments and geographies belong to the channel and wh... Leading a GTM team 6 resources → Should I sign multi-year deals, and what payment terms should I be pushing for? A multi-year deal is worth real money to you (locked revenue, no renewal risk, lower churn) so charge for it properly rather than giving it away. T... Leading a GTM team 4 resources → How do the best companies run pricing as a standing function instead of an argument they have once a year? They put someone's name on it, give it a cadence, and feed it real data. Pricing used to hold for eighteen months and now it can be stale in six, s... How the best do it 6 resources →
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