This Week: June 9 - 15
The Hot Topic 
Should sales reps build custom plans with add-ons - or is that asking for chaos?
- One member shared a model: simple base plan, lots of add-ons, and sales builds the right combo after discovery.
- The upside? Flexibility, tailored value, and clear upsell paths.
- The downside? Messy contracts, harder customer analysis, and sales teams burning calories on every deal.
- The middle ground? Pre-bundled add-ons, clear upgrade paths, and packaging that tells a compelling story.
Full convo here
LinkedIn Crossover 
- From Rob: “is list price just for positioning?”
- From Maja Voje: 6 pricing steps to not “set and forget”
- From Kyle Poyar: Who should own pricing?
Events 
Upcoming Webinar: June 26, 2025 - 4:00 PM CET / 7:00 AM PDT / 10:00 AM EDT
Annual vs Monthly vs Multiyear
- • Effect on sales, risk, cashflow & renewal operations
- • Which time period is best for me?
- • Should you offer options for multiple periods?
- • Discounts on annual and Multi-year contracts
From the Good-Better-Best Newsletter 
Fullstory’s Enterprise Playbook, explained
When Fullstory’s first data insights lead Justin Traister joined the pricing team in 2022, he walked into a company at an inflection point.
Initially a session replay tool for small businesses, Fullstory underwent a dramatic transformation into an enterprise-ready platform. Their journey provides a playbook for SaaS companies aiming to move upmarket without losing their core identity.
The Starting Point: Built for Simplicity
Fullstory’s origins were rooted in serving VSBs (very small businesses) and SMBs with a straightforward approach. The company offered simple month-to-month billing and what Justin calls their “legacy pro” plan as the core offering. This model worked well for their initial market, but by 2019, leadership recognized they needed to expand their addressable market.
The challenge many SaaS companies face when moving upmarket is that enterprise buyers have fundamentally different needs, buying behaviors, and expectations.
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