Givemefive

Certification Alert! 🚀 Valueships is a consulting company founded by former McKinsey consultants Maciej Wilczyński, Ph.D. and Krzysztof Szyszkiewicz , and their team is now certified in the use of the Givemefive solution. 🏆 Specializing in B2B SaaS packaging and pricing, Valueships stands out from traditional consultants by combining a rigorous and pragmatic approach. You may have seen them at B2B Rocks in Paris or the B2B SaaS Summit in Amsterdam. A few weeks ago, their entire team successfully completed intensive training on the Givemefive Smart Builder. The Smart Builder is a game-changer for consultant-client collaboration. Many companies dislike consultants because they often feel they're paying more for time spent on slides and spreadsheets than for real brainpower. 🧠 With Givemefive, tackling such complex topics becomes different — and much more enjoyable. Congratulations to the whole team! #pricing #B2BSaaS

💡 The difference often lies in knowing how to price and sell your value. Last week, we supported our early-stage start-ups as they worked on defining and structuring their pricing strategy. This week, it was the turn of our more advanced entrepreneurs—those already generating revenue—to join us for the second session of the Pricing Masterclass led by Laurent-David Hostyn, co-founder and CEO of Givemefive 🖐🏻 🎯 This session had one clear goal: stop leaving money on the table and get the revenue entrepreneurs deserve with better value-packaging and pricing skills 💬 A unique moment of exchange. Participants could share their challenges and receive personalized recommendations to refine their strategy and better meet market needs. To wrap up this enriching Masterclass, entrepreneurs will have the opportunity to meet with Laurent-David in one-on-one sessions, for tailored coaching and advice. If you are supported in an acceleration program by our team of experts, you can also receive insights on specific topics matching your needs. Ready to take your start-up to the next level and accelerate your growth ? We’ll do it together providing the tools, network, and expertise to help you scale 🚀 Get in touch with our team #incubation #acceleration #startups #masterclass - Valentine d'Hoffschmidt - Sebastien Lewy - Augustin Malevez - Zoé Absil - Loic Falce - Alexandre Dutoit

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In B2B SaaS, one of the most powerful ways to drive 🌱 NATURAL upgrades a few months after a deal is won is through quantity limitations, rather than feature limitations. Every week, I meet CEOs who complain about their company’s poor upselling/cross-selling performance. Often, this is because they are not effectively leveraging quantity limitation strategies. 🌱 NATURAL upgrade = when your customer asks to move to a higher plan. This is what every SaaS company dreams of, but only a few truly master it. - Feature limitations = either off ❌ or on ✅ => For example "Access to templates" - Quantity limitations = available but restricted in quantity ◽◻️⬜ => For example "Access to 100 templates, 500 or unlimited". 💡 So what do to? 1. Find inspiration in this list of limitations from well-known companies 2. List EVERYTHING (be creative) in your SaaS that could have a quantity limitation (e.g., number of downloads, reports, dashboards, etc.) 3. Select the most relevant ones 4. Set different limits to ease deal conversion and plan for a natural upgrade in 3 to 9 months (example, you know that they'll reach the 5GB after 6 months) 5. Combine smartly the limitations (for example look at what Monday.com has done with the storage and log activity). Every detail can make a significant difference. ps: I've helped 500 B2B SaaS companies so far and I monitor more than 1000 pricing pages, so if you need some help... #SaaS #B2B #Valuepackaging #valueselling

If you’re involved in bundling and have add-ons, understanding the Leader-Filler-Killer framework is essential. 🌀 We've all been in value packaging discussions that spiral into endless possibilities, making it tough to find common ground. 🎯 This framework helps streamline those choices, leading to faster, better decisions. Here's how to use it: 1️⃣ List all your features or services. 2️⃣ Map them based on popularity and customer willingness to pay. You'll discover distinct categories: - Leaders: The Burger These are the stars of your offering—the main reason customers choose you. Think of them as the burgers in a fast-food meal: indispensable and a must-have in all your packages. - Fillers: The Fries or The Soda While they add value, they aren’t deal-makers. They complement the meal but aren’t the main attraction. Nice-to-have, not need-to-have. - Add-Ons: The Coffee or The Dessert Although not everyone wants them, the ones who do find them essential, are often willing to pay a surprising premium. They can account for 10-40% of the burger’s price or 5-20% of the bundle’s total price. A frequent mistake is to put a Coffee in a Bundle, it will hurt your conversation rate badly. - Killers: Spices or Salt These are unwanted features that no one wants to pay for. Avoid including them or don't even talk about them to maintain the value of your bundle. This technique comes from Simon-Kucher, the leading consulting company specialized in pricing and it’s been adopted by leading SaaS companies to drive success. 💡 You're struggling to work on your bundles? Try our solution Givemefive: you'll explore easily, and at the speed of light, multiple bundling strategies to boost your conversion rates and upselling/cross-selling performance. #SaaS #ProductStrategy #ValuePackaging #Innovation #BusinessSuccess

Here are 2 controversial anchoring techniques to make your price seem more acceptable. Let’s say you’re trying to sell something for 5000€, but some prospects respond with, “Hmm, that’s a bit expensive for what it is.” Try one of these: 1. 🥴Ugly Tom: Offer a slightly cheaper option with a poor value-to-price ratio. 2. 🫠Beautiful Bottle: Offer a significantly more expensive option that is too costly for what it offers (also with a poor value-to-price ratio). Or you can try both. Unfortunately, these techniques work quite well. 🙈 For small deal sizes but also for big tickets. Try it orally or on your slides in your sales deck. #pricing #sales #salestactics

Salespeople encounter 2 types of prospects: those with a clear budget and those without one. 💡For prospects with a set budget, 2 options: - Option A: Align to them. Ensure your offering (including pricing) is flexible enough to fit within their budget. - Option B: Align them to you. Highlight how you deliver ROI beyond expectations, justifying an increase beyond their initial budget. If the value is outstanding, they can find more budget. 💡 For prospects without a defined budget: - Educate them very well on the impact of our solution. Build the business case with them. Whatever price you present, it should be a no-brainer. - Ensure they don’t feel the need to compare with alternatives. So to cover both cases, you need 1. an offering and pricing that is flexible enough to adapt without losing margin. 2. a great way to communicate the business case so the price is not an issue. Typically some great slides and an Excel to simulate some impacts. Make it as visual as possible. Wouldn't it be amazing to sell as easily to Lisa AND to Bart? #PricingStrategy #B2BSaaS #Sales #BusinessGrowth #ValueProposition