Usage-based pricing 2.0

What I've learned since launching the usage-based pricing playbook

Back in November I started writing about why forward-thinking SaaS companies are shifting to usage-based models.

While many of the most successful public and private SaaS companies were already usage-based, there wasn’t a clear playbook on the complexities of scaling a usage-based business. Yet pivoting from traditional subscriptions to usage-based can be just as big of a shift as making the leap from on-prem to SaaS.

The response since the usage-based pricing playbook has far exceeded my expectations. My TechCrunch byline went semi-viral, Bessemer named usage-based pricing part of the “new normal” for SaaS go-to-market strategy, and Alex Wilhelm said it’s “one theme that’s come up time and again” in public company earnings calls. And we’ve seen leading software companies like Cisco, Trifacta, and Cypress announce brand new consumption-based pricing models.

Here’s the thing: I’ve learned a bunch more about usage-based pricing that I *wish* I had put in the playbook. Now I’m excited to…