Monetization Mastery: Pricing & Packaging for SaaS Leaders

We begin by exploring the fundamentals of packaging strategy, focusing on design principles and a customer-centric approach. Participants will learn how to create packages that align with customer needs using concepts such as One Job per Package, Point of First Demand, and Expansion Axis. We also introduce practical techniques like Sketch Packaging to make abstract ideas tangible.

In this session, we dive into how to design effective SaaS pricing models. We cover the Metric Modality Evaluation Framework, which helps you assess operational viability, value perception, fairness, and density. From there, we’ll explore wallet structuring, pricing granularity, and the differences between structural versus sales-driven discounts.

Services are often undervalued in SaaS, yet they can be a critical driver of revenue and adoption. This session unpacks the role of services in monetization, from the eight levels of service models to practical ways of pricing them. You’ll learn a five-step service design process that ensures services are positioned and priced for maximum impact.

Here we address the hidden liabilities of poor commercial design, also known as commercial debt. Participants will learn how to structure contracts with long-term health in mind, applying a four-step framework for terms that cover initial volumes, upgrades, renewals, and downgrades. We also work through discount prioritization, using live spreadsheet models to simulate different scenarios.

Expansion is the lifeblood of SaaS growth. This session introduces the Expansion Cube, which maps three dimensions of value creation: selling more, introducing new products, and raising prices. We’ll also break down land-and-expand strategies, renewal drivers, and outcome-based pricing models. Continuous onboarding and contract frameworks are discussed as essential tools for sustaining long-term customer growth.

The final session brings everything together in a structured process for leading a pricing initiative. We’ll cover pricing power assessments, competitive research techniques, and the phases of a pricing project: design, validation, testing, and migration. Participants will learn how to migrate legacy customers using a carrot-and-stick approach, apply stickiness scoring, and set prices with confidence through the traffic-light validation model.