Amit Bhatia on how startups can use pricing in the context of moving up market #saas #pricingtips

pricing becomes an instructive vector, not to exploit or to harvest as much ACV as you can, but it becomes a vector to make sure that you're appropriately costing the tax on the resources of the organization that might be disproportionately coming from a, a small segment of your enterprise customer base. I think that's a phenomenal point. And pricing can be an enormously powerful tool for your CS team to force choice back on the customer, if you will. We can do this in this context. Struck, but we can't with this. It's very hard to— when, when a big customer comes and says, oh, I want like this massive custom report, like, you know, it's going to take 4 weeks, it's just hard to say no. Pricing becomes a sort of a better way to bring symmetry to that relationship, to say, okay, you know, this is what we can do, and this is like, you know, this is a module that we can sort of support you with, and this is how we can appropriately resource these types of things. And hopefully there's enough demand from it from a few different customers in your customer base, or a segment of your customer base, where that becomes a really good sign of another vector of product-market fit. Rather than just a massive drain on the resources of the organization from a small group of customers.