Understanding Value & Customers
Deep customer insights including value estimation, willingness to pay, segmentation, and customer-centric pricing strategies.
What's in this category
- Economic Value Estimation: Reference value + differentiation value analysis
- Perceived value: How customers perceive and evaluate value
- Willingness-to-pay (WTP): Methods for measuring and maximizing customer WTP
- Value communication: Benefits over features in customer messaging
- Customer use cases: Persona, pain points, alternatives, and frequency analysis
- Jobs To Be Done (JTBD): Understanding customer outcomes and success metrics
- Segmentation by WTP/use case: Value-based customer segmentation strategies
- Ideal Customer Profile (ICP): Defining and targeting your best customers
- Value drivers: Monetary and psychological factors that drive value perception
- Price sensitivity & demand curves: Understanding how price changes affect demand
- Buyer identification fences: Role, geography, and organization-based targeting
- ROI/TCO calculators: Tools for demonstrating customer value
How to use this
This category covers the fundamental principles that should guide all pricing decisions. Start here if you're new to SaaS pricing or need to establish a solid foundation before diving into specific tactics. These concepts apply whether you're a startup finding product-market fit or an enterprise optimizing complex pricing structures.
Coming Next
Detailed guides and frameworks for each concept are in development. This section will include:
- • Step-by-step implementation guides
- • Real-world case studies and examples
- • Templates and frameworks
- • Common pitfalls and how to avoid them
- • Metrics and KPIs to track success
Related categories
Dr. Sarah Zou
The SaaS Economist
PhD economist specializing in SaaS pricing and monetization strategy. Helping startups and scale-ups optimize their pricing for maximum growth.
Learn more about Sarah →Need help with your SaaS pricing strategy?Book a consultation →