Gartner Research

Tech Go-to-Market: How to Select a Pricing Model for a SaaS Offering

Published: 31 July 2017

ID: G00331744

Analyst(s): Eric Trenk


Selecting the appropriate SaaS pricing model is critical. Getting it wrong can disenfranchise customers and slow adoption. Technology product management leaders should adopt a four-step process to select the most effective pricing model to support their go-to-market strategy.

Table Of Contents
  • Key Challenges



  • Step 1: Identify the Options
  • Step 2: Assess the Options Against Each of the Pricing Model Criteria
    • Customer Considerations
    • TSP Considerations
  • Step 3: Select the Model Based on Cross-Functional Input
  • Step 4: Test the Model With Prospects
  • Conclusion

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.