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?

Change is everything, and everything is changing. Nothing stands still. Observing the change and acting upon the insights is critical, especially in the dynamic world of SaaS companies. That is why we are adding a new analytics module to the Ibbaka Valio platform.

Making pricing decisions on average value is a mistake. Always go into the data and look at the distribution. Different distributions (normal, fat tails, skewed, multimodal) suggest different pricing actions.