2025 State of SaaS Pricing Report: Part 2

Control Discounting Through Process, Not Pressure  

• Deal Desks directly contribute to revenue performance, and by $50 million in revenue, every company should have one.  
  
  
• Companies with deal desks are at least 20% more likely to meet or exceed revenue goals.  

Establish a Pricing Discipline Before You Need It  

• SMBs are 3x more likely than midmarket to never raise prices. When they do, SMBs are 61% more likely to implement price increases on an ad hoc basis, leaving money on the table and sending the wrong message to customers.
  
  
• Replace reactive, ad hoc pricing with systematic, annual review cycles supported by data and customer outcomes.  
  

Platform Fee or Usage-Based Pricing Drives Companies Past Growth Targets 

• Companies using platform or usage-based pricing are more likely to meet or exceed their growth targets when compared to those using a base fee or flat fee model.  
  
  
• Platform pricing models are the most common across product types, end customer sizes, and company revenue bands.  
  

1. Stop allowing short-term priorities to serve as obstacles to training.
   
   
2. Treat managing performance and coaching as distinct skills and address both in sales manager training.
   
   
3. Devote time to technology training, including leveraging generative AI, to ensure productivity gains from new technologies are fully captured.
   
   
4. Don't rely on coaching playbooks as the sole reinforcement mechanism.