Article

Dear SaaStr: When Does It Make Sense to Price Low in the Market?

Jason Lemkin · SaaStr Free Intermediate

The other side of the discount question: sometimes a genuinely low price is the right strategy, not a concession. Jason Lemkin lays out the narrow set of conditions where that's true, which helps you tell the difference between a deliberate low-price strategy and just caving to the first customer who pushes back. Read it so your discount decisions are a choice, not a habit.

  • Pricing low is sometimes a real strategy, but only in specific conditions
  • Know which condition you're actually in before you cut your price
  • A deliberate low price is different from an improvised discount
Open on saastr.com ↗

The question it answers

  1. Should I offer a free trial, a paid pilot, or a discount to close my first customers?

Read with it

  1. The single best thing ever written on customer conversations. It teaches you to ask about the customer's life and past... momtestbook.com Book · ~130 pages The Mom Test Rob Fitzpatrick
  2. The permission slip to recruit users by hand, do things manually, and deliver 'insanely great' experiences to your first few... paulgraham.com Essay · ~15 min read Do Things That Don't Scale Paul Graham
  3. A data-backed teardown of how companies like Figma, Gusto, and Vanta actually sourced their earliest customers. Replaces... Lenny's Newsletter Article · ~15 min read How today's fastest-growing B2B startups found their first ten customers Lenny Rachitsky
  4. A tactical follow-on covering the channels and motions top B2B startups scale after the first ten. Grounds distribution... Lenny's Newsletter Article · ~15 min read How to win your first 10 B2B customers Lenny Rachitsky
  5. The authoritative handbook on founder-led sales, written for technical/first-time sellers building B2B SaaS. Readable free... foundingsales.com Book · book (~400 pages) Founding Sales: The Early Stage Go-to-Market Handbook Peter Kazanjy
  6. Long-form, candid interviews with Indian founders and investors on how they actually grew, distributed and built brand, one of... The Neon Show / Neon Fund Podcast · 200+ episodes The Neon Show (100x Entrepreneur Podcast) Siddhartha Ahluwalia
eChai Partner Brands The partnership →