In January we did a simple LinkedIn poll asking what will shape SaaS pricing in 2024. The results reflect the current zeitgeist but are we chasing the shiny new thing?

B2B SaaS will face headwinds in 2024 as buyers consolidate their SaaS solutions and insist that value be delivered. AI will transition from being a cool gadget to must have functionality.

In most companies value and pricing are disconnected. Even worse, value promises and value delivery are not well documented. The result is lower sales, more discounting and churn. The Ibbaka Value Pricing Dashboard connects pricing to value across the customer journey. It gathers the data you need to effectively evolve pricing.

When sales comes to you asking for discounts or demanding price cuts do not blame them. Ask yourself, have you helped them communicate value and then document the value delivered? Value-based pricing begins with value, not pricing. If you want your sales team to execute on a value based strategy you need to support them.

Over the past few years, Rob Litterst has emerged as one of the most compelling new voices in pricing. His Good Better Best blog has consistently insightful content. He is able to look at a company’s pricing page and see its pricing strategy and positioning.

Value documentation is emerging as a best practice. It is especially important in subscription models or models where there is a lot of repurchase. Many companies lack a formal process for documenting value. Who is responsible for documenting value at your company?