Many enterprise SaaS apps take a similar approach to what we did when we first started: pricing tiers that scale features and yet are closely related to the number of users that have access to the app. The problem with this approach is that it turns your customers’ decision into either a purely consumption-based decision, or an awkward consumption/feature decision, which leads to frustration. When asked about the rise of menu engineering, William Poundstone explains that it is driven by our mental instinct to look for shortcuts: “Anyone in the marketplace today has too much information and not enough time.”
What SaaS Marketers Can Learn About Pricing From Menu Engineers
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