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

Summary

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

Introduction

Analysis

  • 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

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