4 articles
PricingThe five non-negotiable design rules for outcome-based pricing in SaaS — covering outcome definition, measurement infrastructure, attributability, floor protection, and contract structure. A practitioner guide for SaaS founders and pricing leaders.
PricingHow to design floor and cap structures that protect vendor margin and customer budget predictability in outcome-based SaaS pricing. Covers floor calculation, cap design, ratchet mechanisms, and the math behind optimal floor/cap ratios.
PricingDesigning an API rate card that converts prospects, retains customers, and captures expansion revenue requires balancing predictability with usage-based growth. Here is the framework.
ExpansionThe math behind tier graduation policy design — covering forced graduation (hard limits that trigger upgrade) vs voluntary graduation (soft incentives), conversion rate benchmarks by graduation type, the timing model for when to force vs incentivize, usage-based vs seat-based graduation triggers, and the revenue leakage risk of delayed graduation.