PricingSaaS Community Roundup
Last Week: March 17-23
The Hot Topic 
Exclusivity in Enterprise Deals: Red Flag or Revenue Lever?
Can exclusivity be used to meaningfully increase ACV in enterprise contracts - or is it too risky?
The consensus: it depends on your market. Exclusivity can be a pricing lever in fragmented industries where competitors pick different vendors.
But in markets that converge on one solution, granting it could choke growth.
Key advice from the thread:
- Only agree if the deal > all future lost deals – CAC savings.
- Cap it (e.g. 2 years).
- Most buyers won’t pay enough to justify it.
- Exclusivity weakens your leverage at renewal vs. having multiple smaller deals.
Use with caution. Know your market structure before committing.
Full convo here
Market Moves 🏃♂️➡️
- Zoom is testing user limits and AI feature placement
- Prezi updated AI credit limits
- Okta launched a new pricing strategy
LinkedIn Crossover 
- From Rob: Pricing Structure Cheat Sheet
- From Ryan Neu: Google acquiring Wiz & why pricing transparency matters
- From Ulrik: Live broadcast - SaaS pricing models
Pricing Resources 
We’ve launched our Pricing Knowledge Hub!
This is a hand-picked library of the most comprehensive and up-to-date pricing resources out there.
Inside, find:
Events 
Coming up
Friday March 28: 
Maven LIVE: How Top SaaS Companies Optimize Their Pricing [with Rob Litterst]
Register now (it’s free)
From the Good-Better-Best Newsletter 
“Experts agree that the hardest part of any project is getting the pricing structure right. So, we decided to take a deep dive into this challenge.
One of the most surprising insights we uncovered is that there are no standardized definitions for classifying pricing metrics in SaaS. To bring clarity to this space, we teamed up with Ulrik Lehrskov-Schmidt - and broke down pricing structure into it’s atomic units, so its easier to understand and talk about.
Definitions
Pricing Model: An overarching framework that defines how you charge your customers based on what they purchase and how pricing varies. Pricing Models are a combination of pricing modalities and pricing metrics.
Pricing Modality: The method by which you charge customers. In SaaS there are four core modalities:
- Flat Fee: Same amount no matter how much customers use now or in the future; fixed price.
- License: Gives customers the right to use something; purchased before use.
- Usage: Based on your customers consumption; paid after use.
- Credit: Hybrid between license and usage. Credits give customers a right to consume or use something at a later stage, but the usage is estimated and paid for upfront.”…
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