Gartner Research

How Tech CEOs Should Select the Right Software Pricing Model

Published: 31 January 2019

ID: G00379015

Analyst(s): Jeff Chamberlain , Eric Trenk


Selecting the right software pricing model is critical to scaling sales operations and growing revenue. Technology and service providers must ensure adoption of a structured process to select a pricing model that’s effective and consistent with business objectives, and one that meets customer needs.

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 and Test With Prospects
  • Conclusion

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