Discounting is a fact of life in B2B SaaS. If you are going to discount, how should you do so? A fine grained approach can pay big dividends. First unpack discount to reflect the structure of your offer. Then repackage discounts to align with your business strategy and how you negotiate.

Discounting is a persistent challenge in B2B SaaS. That is not likely to change as there are good reasons to discount. Here we consider three ways that discounts can change over time.

There is a growing move towards a zero discounting approach to pricing. Can this work for enterprise SaaS? What would be the benefits? Is there a downside?

Discounting is part of most B2B sales, especially at the enterprise level. A recent poll found that less than 5% of companies have ‘no discounting’ policies in place. Who can succeed with no discounting? How can discounting be made successful?

Many companies are under pressure to take pricing actions in 2023. Investors want higher prices. Customers want relief from a recession. Inflation is causing some people to raise prices while customers are becoming more cost conscious. Before taking any pricing action, take a look at how you are performing on discounting.

More and more services companies are weaving software into their solutions. There is a tendency at some companies to discount the software to maintain margins on professional services. This sends the wrong message to customers and internally. Discounts services before you discount software.