Article · long read

Pricing and Packaging Strategy for GTM Success: Framework for SaaS Markets

Amol Ghemud · upGrowth Free Intermediate India

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.

  • Indian B2B SaaS buyers typically pay 50 to 70 percent less than US or EU buyers for the same product.
  • A 20 to 30 percent discount is the standard expectation, so set list 30 to 40 percent above your target price.
  • Keep 3x to 5x between tiers: 2x and nobody upgrades, 10x and the jump is unbridgeable.
  • Indian SaaS with healthy unit economics gets 30 to 40 percent of revenue from expansion.
Open on upgrowth.in ↗

It answers 3 questions

  1. How do I find out what customers will actually pay without just asking them?
  2. Should I price in rupees for India and dollars for everyone else?
  3. Buyers always ask for a discount. How much do I give, and how do I stop it eating my ARR?

Read with it

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  2. Settles the most common argument in early sales: 11,331 opportunities show win rates rise when price comes up on the first... Gong Labs Article · short read When to discuss price and budget according to data Devin Reed
  3. The pragmatic case for pricing so discounts are survivable instead of pretending you will hold the line: mark up by around 20... SaaStr Article · short read The Confounding Logic of Discounting Jason Lemkin
  4. 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
  5. Shows how average contract value really grows as a company scales from seed to IPO, and makes the case that most of the gain... Growth Unhinged Newsletter · short read How to have 'the talk' with your customers Kyle Poyar
  6. Podcast · 80 min listen 7 Myths About Selling B2B SaaS In India ft Unicommerce Founder Kapil Makhija Siddhartha Ahluwalia with Kapil Makhija
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