Selling SaaS Globally paddle.com Pricing Thinking strategically about pricing models and putting processes in place to ease handover from sales to finance can help you capture more revenue, faster. Your pricing strategy needs to consider: • What drives product value in each market • Di昀昀erent pricing models • The technology needed to support di昀昀erent billing models Why is this a challenge? Establishing the right price for your product is not as simple as picking a number. You need to consider willingness to pay across your customer segments, and your product value in di昀昀erent markets – both of which will change over time. Willingness to pay refers to the perceived value of your product in the market. It changes from customer to customer and market-to-market. Here, seasonal trends, the state of the economy, the competitive landscape, and how you di昀昀erentiate yourself all come into play. Perception of value can also be a昀昀ected by your pricing model. If your customers are using your product daily then charging one 昀氀at monthly subscription fee feels like a good deal. If they only use it occasionally, they might see things di昀昀erently. 19