Pricing is one of the most powerful levers available to software founders, yet it’s often overlooked or treated as an afterthought.
In the latest chapter of our Founders’ Guide, I share practical, hands-on framework to help software leaders get pricing right from the outset. Whether you’re transitioning to SaaS, launching new packages, or navigating complex enterprise sales, this guide shows how to treat pricing as a strategic advantage rather than just a number on a slide.
This isn’t about abstract theory. It’s about real-world application. Designed specifically for founders of niche B2B software businesses, this chapter will help you approach pricing with clarity, align it with your Go-to-Market model, and drive sustainable, profitable growth.
In this guide, you’ll learn how to:
- Define a pricing model that reflects real customer value, not simply your cost base
- Move from gut-feel to structured, value-based pricing decisions
- Choose pricing frameworks that suit your sales motion – from high-touch to product-led models
- Design pricing tiers that encourage upgrades, conversions, and long-term customer value
- Use price as a lever to improve ARPU, win rate, and net revenue retention
A case study on transformation
We also share a case study from a software company in the Upliift portfolio, which moved from inconsistent, deal-by-deal pricing to a fully tiered subscription model. The results were striking: recurring ARPU doubled, win rates remained steady, and the company built a more disciplined, scalable sales process.
Whether you’re selling a low-cost tool at scale or negotiating strategic enterprise deals, this practical guide will help you make pricing one of your most powerful growth levers.
Read the full guide and turn your pricing strategy into a powerful driver of growth and profitability.
