After digging into 20,000+ SaaS deals, it’s clear: most founders give away too much. Customers aren’t just tough—they’re armed with data and benchmarks. Instead of reflexively discounting, consider:
Key Insights from Real Deals
1.Negotiation Gap: $349M saved by customers across 20,000+ SaaS deals (~16–17% off list price)
2.License Waste: 53% of SaaS licenses go unused
3.Multi-Year Commitments: Each extra year typically trades ~5% discount—frame as stability + predictability
4.Strategic Discounts: Use selectively to secure expansion clauses, case studies, or multi-year deals
5.Usage-Based Models: Align pricing with value consumed to reduce procurement pushback
6.Tiered Options: Standard / Growth / Enterprise plans with structured benefits preserve margins
For a deeper dive with real numbers and actionable tactics, check out the full post on my Substack: Data-Driven SaaS Negotiations https://substack.com/home/post/p-173926543
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