While reading the transparency sales, the book I learned about pricing levers.
What he means by levers is what drives the pricing of your product. He uses the example with Enterprise B2B SaaS.
The 4 levers:
- The number of seats: How many licenses the team is willing to buy.
- Upfront: How quickly is the customer willing to pay. Will it be at one go, every month or quarterly.
- Length of commitment: How long he is committing to use the product for a minimum of one, two or three years.
- Closer: How many days from the first conversation the client pays.
Enterprise Sales are long commitments. Everything starts with trust. But at the same time sales cycle, volume, commitment from customers define the path of your company.
I found it worth sharing.