This Week: June 16 - 22
The Hot Topic 
What’s a ‘healthy’ discount range - and should you define one?
- One proposed breakdown: 65% of deals fall between 0–20% discount.
- Others chimed in with tiered approvals: reps up to 10%, managers up to 20%, directors up to 30%.
- Some suggest a more surgical approach - discount usage, not services or support.
At stake:
How do you give reps flexibility without normalising discounting?
Full convo here
LinkedIn Crossover 
- From Rob: Fullstory’s enterprise evolution
- From Kyle Poyar: Trial to paid conversions
Events 
Upcoming Workshop: Wednesday June 25 - 5:30 PM CET / 8:30 AM PDT / 11:30 AM EDT
Turn Free Users Into Recurring Revenue
Most SaaS tools convert less than 3% of free users, and it’s not the product, it’s the pricing.
On June 25th, join @John_Kotowski and Wes Bush for a free live workshop that’ll help you:
Nail your value metric
Build a pricing model that converts
Use AI to launch a high-converting pricing page - live
Upcoming Webinar: Thursday 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 
A few weeks back, I caught up with Justin Farris, one of the smartest (and kindest) people I’ve met in SaaS pricing. Below are some of my favorite highlights from our conversation.
Rob: What’s your favorite approach to testing prices during product development?
Justin: It depends on the product. At Zillow, we had a price for every zip code in the country, so we could do true split-variant A/B tests. You’d test prices in neighboring zip codes—same market, different prices—and measure willingness to pay and elasticity at scale. Since Zillow’s primary business model is ad driven the end state resulted in market based pricing (aka “AdWords” bidding).
At GitLab, it’s a lot more qualitative. Traditional pricing studies are ideal, but you don’t always have the luxury of time or budget to run one. We’ll involve the pricing and PM teams in early sales calls, even before the product is fully launched. Enterprise customers often want to commit budget early, which gives us a chance to float pricing hypotheses—on packaging, pricing metrics, and price points—and learn fast. It’s not as clean as a formal pricing study, but it’s incredibly insightful. And it’s great for internal buy-in when you can play back real customer feedback.
Big Update Coming
Next week, we’re relaunching the PricingSaaS website with new, free tools for SaaS operators.
Stay tuned… 