This post is by Jason Lemkin from SaaStr
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I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’d closed Qualcomm in Year 1 for the grand total of $10,000. Not all of Qualcomm, but a nice division. It was a great logo in Year 1, and our champion and buyer did 3 webinars for us, an external case study — and an internal case study at Qualcomm. They were magic, these pieces of content. He also did reference calls for us with great prospects in the industry. Yes, we earned it. But it was also a gift. But as time went on, we got a bit better at pricing ? No else anything like Qualcomm was paying less than $60,000 a year by Year 2, and by the time the Year 3 renewal came up, no one way paying less than $100k+ for the same level of service Continue reading "5 Reasons Not To Raise Prices on Existing Customers. And 2 Better Ways to Do It Anyway."