This Week: May 12 - 18
The Hot Topic 
What should happen to pricing when a customer moves from VPC to on-prem?
This week’s thread unpacked a common challenge:
- Most keep the same license fee, minus hosting.
- Some charge more to cover added support and SLAs.
- License enforcement gets tricky - no usage tracking means relying on legal terms or true-ups.
- On-prem often brings more support, slower upgrades, and higher overhead.
So how do you stay fair and protect your margins?
Full convo here
Market Moves 🏃♂️➡️
LinkedIn Crossover 
- From Rob: Agentforce announcements
- From John: The importance of ethical pricing
- From Ulrik: Why non linear learning matters
Events 
Upcoming: May 28, 2025 - 4:00 PM CET / 7:00 AM PDT / 10:00 AM EDT
How to design and price premium support for B2B SaaS
- When can and should you charge for premium support?
- How to design support offerings and align expectations
- How to price & sell premium support
- Examples of 6-figure premium support programs
From the Good-Better-Best Newsletter 
Docusign’s Evolution from Point Solution to Platform
For years, Docusign was synonymous with electronic signatures.
But as the e-signature market grew, they saw an opportunity to evolve from a point solution to a platform that manages the full agreement lifecycle.
As Product Monetization Principal, Sandra Tamer played a central role in bringing this new Intelligent Agreement Management (IAM) platform to life — including building the pricing model from the ground up.
Sandra was kind enough to share the story of how IAM (which solves the needs around the entire agreement process) came to life, from product conception, to pricing model, to GTM at launch.
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