Episode description

Bob Lempke from Chartio joined us in the Bowery Capital studio this week to discuss "Using SaaS Discounts To Drive Sales." Every founder or startup salesperson in software has faced it at some point: the need to give a little on pricing to win a deal. Discounts have become such a fundamental concept in SaaS sales that some founders advocate a built-in buffer to account for inevitable wiggle room on price point. That said, while SaaS discounts can help you win deals (or retain / upsell them) in the moment, the practice can also be a slippery slope. Too much rate pliancy can not only hurt your P&L, but also cause obstacles in the long run by devaluing your product in the market or providing a crutch for otherwise ineffective salespeople. In our session today, Bob and I will discuss how sales leaders should always consider SaaS discounting a weapon in their arsenal, but use it only for the right reasons (and nearly always as a quid pro quo).