Profit starts with Packaging and Pricing

It is time to shift from ‘growth at all cost’ to ‘sustainable profitable growth’, or as we like to call it: ‘Better growth’. To fight increasing sales cycles, lower win rates and decreasing NRR, packaging and pricing should be the first point on the agenda of your next board meeting.

The latest industry metrics are not great. Across the B2B SaaS landscape, we observe that NRR is decreasing, sales cycles have increased and win rates are down 15-20%. Today’s companies are more selective than ever with their technology purchases — in fact, in the face of recent hikes in inflation and precarious macroeconomic conditions, many companies are scaling back on any new technology-driven initiatives. As a result, B2B SaaS businesses are navigating a more complex customer acquisition process.

SaaS companies need a product line up that is compelling enough to get customers through the door, and rich enough to enable future expansion. Through our recent…