Selling SaaS Globally paddle.com How to solve the problem 1 Research product value To get a holistic view of your product’s comparative and absolute value, your product, sales and marketing teams will need to work together. They’ll need to: • Look at the objective value of your product (ie. its features, and if/where there are variations in availability) • Map that value to customer needs • De昀椀ne your unique selling points (USPs) against local competitors What are the bene昀椀ts? Understanding the nuance of product value is critical to help you decide an appropriate price point for each market. It also gives sales and marketing teams the material to create compelling messaging that communicates tangible value to customers. 2 Choose the right pricing model SaaS businesses use a variety of di昀昀erent pricing models. Some of the most common include: • Fixed: One 昀氀at rate for all features, with no limit on number of users or projects. • Tiered: Di昀昀erent rates for di昀昀erent combinations of features, or levels of access, eg. basics/standard/premium packages. • Usage based: A variable rate based on how much the product is used; essentially ‘pay as you go’. • Per seat: A rate charged for each user or license holder. As your product grows into new markets, you may need to change your pricing model to match your product value. What are the bene昀椀ts? Experimenting with pricing models can be a signi昀椀cant driver of growth. 40% of companies that regularly alter their pricing report a 25% higher 1 increase in ARR as a result. 20