This Week: April 28 - May 4
The Hot Topic 
How do you package a horizontal platform without getting stuck in the “we-do-everything” trap?
Shared pain:
- Selling a flexible platform into vertical-specific buyers
- Balancing broad use cases with clear, compelling GTM narratives
- Avoiding the dreaded “just book a demo” fallback
Key insights:
- Use cases > features — anchor packaging in jobs to be done
- Create modular entry points that reflect customer maturity
- Packaging ≠ pricing — the structure is what drives clarity and confidence
Fresh ideas:
- Build starter solutions for high-intent segments (e.g. RevOps, Product)
- Show mapped integrations by role or stack, not just logos
- Run sales plays around value themes, not the full platform
Full convo here.
Market Moves 🏃♂️➡️
- Wistia reorganized plans and added features
- Dashlane launched a new enterprise platform
- Deepbrain added features and thresholds
LinkedIn Crossover 
- From Rob: 9 ways SaaS companies are monetizing AI
- From John: Building early demand for your SaaS product
- From Ulrik: Users vs customers
Events 
Coming up
[Reorganized] Webinar with Ulrik: Credit Based Pricing
Apologies to those that tuned in this week. We experienced some technical difficulties during the session.
New Date: Monday, 5th May 2025
New Time: 14:00 – 14:45 CEST [08:00 – 08:45 ET]
Join link: here
Add to Calendar:
- Google: https://addcal.io/e/pocdjwn2on3i/google
- Outlook: https://addcal.io/e/pocdjwn2on3i/outlook
- Other: AddCal - The Modern Calendar Sharing Platform
Ulrik will cover:
- Credit Systems: what is it and how does it work?
- How to sell and communicate credit systems
- Terms, Conditions and revenue recognition of credits
- Cases and Q&A
From the Good-Better-Best Newsletter 
Lessons from a pricing leader
This week, the PricingSaaS Community was lucky enough to host Sam Lee, VP of Pricing Strategy and Product Ops at HubSpot.
Sam is one of the most thoughtful people I’ve met in the SaaS world, and is incredibly fun to jam with on pricing.
The first time we chatted live, I was blown away by how holistically he thinks about pricing strategy, including its impact on hiring, compensation, and technical resourcing.
He was kind enough to jump into the community and answer wide-ranging questions about pricing org structure, credit models, & AI-agent pricing.
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