I’ve surveyed 1,000+ SaaS startups about how they price their products 👇

Average contract value (ACV) jumps by more than 100% during the journey from $1M to $100M+ in ARR.

Here's what to expect: 1) 🌱 Seed –> $1M+ (post-PMF): +60% ACV

- B2B buyers aren't as price sensitive as startups/B2C
- With stronger PMF, you better understand your ideal customer and who's willing to pay for your product
- New cohorts don't notice price increases. It's just how your pricing works

1/ I can’t stop thinking about what’s next for software 🔮

What worked in the 2000s to propel SFDC won’t be what works for building a company in the 2020s.

That's esp. true with the valuation crash 📉

Here are the 11 #PLG principles for building in this new era. (It's a 🧵) 2/ Build for the end user.

Software co's used to be laser-focused on buyers. End users were an afterthought, only getting access after the purchase.

End users are the new kingmakers. Provide real value for your end users, not just for executive buyers.

Inspo: @Calendly

1/ In 2021, #CustomerSuccess is everyone's job. That's especially true if you have a usage-based #pricing model where revenue growth is 100% dependent on customers using and seeing value from your product. Here's what that means for Product, Marketing, Sales, and more 👇 2/ Product: Treat #product investments as a revenue-generating expense. This means spending more on R&D vs. S&M relative to peer companies. Put that extra $$ towards UX and PM around product adoption & usability not just new features. Aka #PLG investments.