Past newsletter issues

issue date:

May 26, 2025

TLDR: Charge your pricing metric in blocks to increase executed prices at least 2-5%.

Charge in blocks, not singles. Instead of per-user, charge in fixed increments (e.g. 3 users) to raise minimum spend and generate “invisible overcharges.”

This small tweak adds 2–5% revenue with almost zero negotiation pushback—customers rarely notice or challenge minor overages.

Implementation is fast (1–2 weeks) and doesn’t require deep sales alignment—just a few new SKUs and some thoughtful messaging.

Messaging is key: Frame it as “this plan includes 3 seats” vs. “we bill in blocks of 3 users.” The right wording eliminates most friction.

Avoid overreaching: Too-large increments (e.g. blocks of 20) can cause resistance—adjust granularity based on customer size.

Pro move: use expanding granularity. Scale the block size as customer size grows (e.g. 3, 5, 10, 15…) to stay subtle but profitable.

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issue date:

June 2, 2025

TLDR: How to charge different $$ in different countries

Localized pricing can boost revenue by up to 50%, but it introduces major complexity—multiple currencies, SKUs, contracts, and messy sales behavior.

Before $10M ARR, don’t localize pricing. The complexity outweighs the benefits. Between $10–30M ARR, proceed with caution. Above $30M, it starts to make strategic sense.

If you must localize, use a tiered approach: group countries into tiers, assign currencies, and use indexed price levels relative to your base market.

Standardize everything else: contracts, product configurations, and discounting rules should be uniform across all regions to avoid chaos.

Control pricing centrally and review yearly—never let regional sales dictate pricing strategy or discounting on the fly.

If you’re unsure, don’t localize. The risks and overhead often outweigh the incremental gain until you're scaling at enterprise levels.

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The only newsletter you need to master SaaS pricing.

Past newsletter issues

TLDR: Charge your pricing metric in blocks to increase executed prices at least 2-5%.

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TLDR: How to charge different $$ in different countries

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We can't help you tinker with your pricing. But if you're ready for a redesign, connect with us.

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