Hey, community. Dealing with the (annual) challenge of price adjustment in a SaaS B2B company. Would like to know if someone could share successes and errors in choosing criteria to calculate adjustment. So far we consider inflation rate (I'm based in Brazil), taxes variation, US dolar variation and also a score built based on product's improvements in the last yar. Competitor analysis is a complement, but not very reliable since some make their adjustments after us. Hope to count on the group experience to improve my strategies. Thanks in advance!

Thanks for accepting me in your community. I have spent two months reading The Pricing Roadmap book and watching Ulrik´s videos to improve my company aproach on pricing. We have a lot to work and learn and is super exciting to carry on this project. I have, however a much pressing question. We provide a monitoring and control saas service for mining, water utilities and energy companies and we also install and mantain our monitoring instruments. We deal with much bigger than us, cupper mining companies and pulp companies, among others. They frequently pick their suppliers on biddings and lately some of the biddings require we sell the platform to them because they want complete control on their data. Related to this, some big energy intensive companys have told us, no, we cannot work with you because all our data must remain within the house for security resons. So, I was thinking.. A "job to be done" would be ...I want others to develop my platform but I want to run it withouth the data going out. If we develop, and deliver an entire platform for each of this requests. How are we suposse to charge? and more important.. should we do it? Could we answer in other way with out losing this opportunities? If you could guide me in this, I would really aprecciate it. Kind Regards and excuse grammar english mistakes.

Hey folks, Our B2B sales led SaaS business is currently exploring some changes to how we communicate pricing to customers in our Order Form. One of our goals is to get better at expiring / removing discounts at renewal in order or improve our expansion ARR and therefore improve our NDR. Today, we don't show any discounts on the Order Form. We're aligned internally that we want to start showing discounts so our customers clearly see that they are getting a discount and our reps at renewal have a number to point to when they discuss reducing or removing that discount. One item I'm looking into is how to clearly communicate to customers that the discount will expire after the initial term. I looked at a handful of Order Forms for vendors we buy from (Slack, Zoom, Salesforce, HubSpot, etc.) and it was rare to see any mention in these regarding the treatment of discounts. Does anyone have experience explicitly writing into the contract how discounts will be treated in future terms? One of our concerns is being explicit with this will prolong negotiations. Thanks for any advice! Best, Steve

Hi guys, I read Ulrich's book as I have an enterprise focused collaboration solution (AI) being developed. I think it makes sense for us to price for usage, infra and some services. I have a good contract lawyer who can draft pretty much any legal agreement but a question lingers: how do you guys do it operationally? (what tech stack do you use from "quote to cash" to implement complex pricing structure? Any stack that would scale from startup to more mature state?). On a separate but related topic : what license server/engine would you recommend for an AWS BYOL approach? Thank you!

Dear pricing community, as a young startup, I'm trying to get early clients who could potentially see us as a partner to "invest" and support for them to get a powerful solution down the line. As our financial runway is tight, money now is much more valuable than potential money in the future. So any pricing concept that means more revenue today in exchange for a hefty discount in the future could work great for us. Have anyone tried something like pay X today and get 5-10 years for free? Or, once we hit X revenue, you get the next 5-10 years for free? Context: - we are in the event industry with a logistics and ticketing solution. - our potential clients currently pay 3-7% of revenue (ca 5k - 50k per year) to existing ticketing solution providers, so that is a budget I'm trying to tap into. - At higher maturity, our solution can solve several bigger problems that we believe can be a game-changer for our potential clients. But we need to extend our financial runway a bit more before we get there. Any advice, opinions or shared experiences are more than welcome. Thank you