Newsletter · 12 min read

Pricing used to last 18 months. Now it's down to 6.

Kyle Poyar · Growth Unhinged Freemium Advanced

The case for the cadence itself. Poyar's point that pricing can now be stale within six months, and his recommendation to run win/loss at least quarterly, is what turns pricing from an annual argument into a standing function.

  • Pricing that used to hold for 18 months now holds for about 6.
  • Salesforce shipped its fifth AI pricing model in under two years.
  • Run win loss pricing analysis at least quarterly, monthly in competitive categories.
  • Review a pricing change after about 1.5 to 2 turns of your median sales cycle, so 60 to 90 days if your cycle is 45 days.
Open on growthunhinged.com ↗

The question it answers

  1. How do the best companies run pricing as a standing function instead of an argument they have once a year?

Read with it

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  3. 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
  4. 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
  5. Video · 48 min Miro’s former head of monetization on credits, scaling pricing experiments, and more | Akshay Sharma Akshay Sharma (formerly Miro)
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