Does anyone have any benchmarks on what hospitals are willing-to-pay for SaaS Medtech / HealthTech products? This SaaS product provides analytical and predictive support across five hospital domains - Patients, ER, Beds/Wards, Surgery/Theatre and Outpatients. I'm particularly interested in "cost-per-head-of-population" or "cost-per-hospital-bed" metrics, which would provide alignment with activity-based funding models in public hospitals. There may be others...? Also interested in metrics for private hospitals (if / where different). DM's welcome if you prefer. Thanks in advance.

Hey there all, and welcome back to Skool! We are looking forward to hosting more conversations with pricing leaders and experts, and have a great start today. This week, I was lucky enough to chat with @Giang Hoang, Head of BizOps at Zapier, who led their latest pricing and packaging change. This was a really significant one. They moved from a multi-product model, with one core product and several add-ons, to a fully integrated platform with generous usage limits to allow users to access the full breadth of the product. This was a massive change, and Giang and her team made a lot of really thoughtful decisions to roll it out. Some of my favorite takeaways: 1️⃣ Aligning Pricing and Packaging with Positioning Zapier is the most connected automation and AI orchestration platform - connecting apps, data and AI through one integrated experience. But their pricing didn't reflect that with the Hub and spoke model. This change created perfect alignment, and allows Zapier to tell a more cohesive story across their positioning, product, and pricing model. 2️⃣ Treating pricing as a living system that evolves with the product Zapier has a consistent process of going from closed beta to open beta, to GA, to bundles, to unified plans. At each phase, they test and learn. 3️⃣ Finding creative ways to use existing pricing models for new products Zapier launched MCP recently, and instead of launching an entirely new pricing model, they bundled it into their existing "task" consumption model where MCP calls consumer 2 tasks. It's a way for them to open up MCP to existing customers, who can draw from their existing balance of tasks. Plus, it gives them signal in case they want to shift further down a credit-type model. You can read the full conversation here. Giang was also kind enough to volunteer to answer questions from community members! Drop comments below, and she'll jump in and reply 👇

https://www.linkedin.com/posts/marcussheridan_this-is-so-ridiculous-a-team-member-of-activity-7302699723885326336-97g4?utm_source=social_share_send&utm_medium=android_app&rcm=ACoAADipAOoBbvkfKaUA3ujNjcEfIDfPaLZR4iw&utm_campaign=copy_link A while back I read an an example about responding to the question "how much does a truck cost?" Sales rep can either ask a dozen follow up questions and give a tighter range as the first numeric response or say a broad range and then use the questions to find out what the customer values. "We have models from $18k - $125k that are designed for different needs such as towing, cargo capacity, luxury interiors and even fitting multiple children carseats. Let's talk about how you plan to use your truck" Buying a timeshare vacation property is a notoriously shrouded process where people are intoced by a few nights free stay, a fancy meal or some other perk to sit through a sales presentation. Even this seems better than a lot of b2b SaaS companies who want to email SPAM you and set time killer meetings instead of just publishing their pricing and packaging.

I recently spoke with our research team at DoWhatWorks, and they shared a fascinating new trend they have uncovered. You have probably all seen a brand have a separate or de-emphasized pricing plan option below the regular plan cards. I have seen these alternative plans from dozens of SaaS, from Zoom to Shopify to Vidyard. Yet when brands A/B test these de-emphasized plans as separate plans, they nearly always test out of them. I included an image of an A/B test from Zoom where they test into just including the basic/free plan as part of the regular set of plans… I included another test from Typeform where they tested out of a de-emphasized enterprise plan, adding back in their enterprise plan to the main plan menu after testing it as a separate section… Back when I worked at Bonjoro, we tested out of having a separate Agency plan for our testimonial product, and we re-added that plan to the main plan cards after we saw a 5-6% drop in Agency plan selection with the de-emphasized option. It’s hard from the data to find a perfect number of pricing plans (although ElevenLabs going with 7 plans might be pushing it).... But the data does seem to show that when brands test having a separate, de-emphasized plan outside of the regular plan cards, they test out of it at a high rate. I share more depth on this and other issues of pricing on my Substack.

I never did my newb post. I'm Houston and I run a monetization consultancy that focuses on pricing & packaging as well as deal desk improvement/buildouts. I'm an Austin guy who's living it up in New Jersey for the last 20 years.