Gartner Research

Use Tiered Outcome Metrics to Align SaaS Pricing With Customer Value

Published: 12 August 2019

ID: G00402858

Analyst(s): Ron Burns , Jeff Chamberlain


To achieve sustained growth, SaaS product managers need to evaluate innovative approaches to pricing that clearly equate value delivered to customer business outcomes. Pricing metrics can be simple to adopt and grow with value when designed to support major stages in the customer relationship.

Table Of Contents
  • Key Challenges



  • Utilize Pricing Metrics That Align With Business Outcomes
  • Create Sustainable Growth by Implementing Tiers
    • Step 1: Design the Lowest Tiers to Be Competitive and Win New Customers
    • Step 2: Design the Upper Tiers for the Highest Levels of Delivered SaaS Value/Success
    • Step 3: Design Middle-Tier Levels That Inherently Define/Prove SaaS Usage Value

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