Implementing B2B SaaS Pricing & Packaging (Featuring Industry Expert Fynn Glover)
This session breaks down the building blocks of modern SaaS pricing systems, with a focus on architecture and execution. Featuring Fynn Glover of Schematic, it shows how clean pricing infrastructure enables faster iteration, easier experimentation, and lower operational risk.
Key Takeaways:
1. Proposed Architectural Standard for Pricing:
Fynn Glover proposes a five-component architectural standard for managing pricing and packaging flexibly in SaaS:
- Product Catalog: A centralized source of truth for product definitions and entitlements
- Company Profiles: Consolidated customer data including account, billing, and usage information
- Metering: Accurate tracking of feature and service usage
- Subscriptions: Management of the relationship between products and customers
- Flags: Dynamic control of feature access based on subscriptions and overrides
2. Deep Dive on Product Catalog
Maintaining a single, comprehensive product catalog is crucial to avoid issues with duplicated product definitions across multiple systems. This can help ensure consistency and reduce the time required to make pricing changes.
3. Importance of Decoupling Pricing Logic from Application Code
A recurring theme is the need to separate pricing and packaging logic from the core application code. This separation allows for more agile pricing changes without requiring extensive engineering involvement or risking application instability.
4. Cross-functional Nature of Pricing
The discussion highlights that pricing is a cross-cutting concern that involves multiple departments, including product, engineering, finance, and sales. There's debate about where pricing should "sit" organizationally, with some arguing for product ownership and others advocating for a cross-functional council approach.
5. Build vs. Buy Decision for Pricing Systems
Fynn suggests that companies should consider building their own pricing systems if monetization is core to their product. However, for most businesses where pricing isn't a central feature, it may make more sense to use external solutions due to the complexity involved in building and maintaining these systems.
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Slides
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This session breaks down the building blocks of modern SaaS pricing systems, with a focus on architecture and execution. Featuring Fynn Glover of Schematic, it shows how clean pricing infrastructure enables faster iteration, easier experimentation, and lower operational risk.
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