On Your Next Big Deal? Double Your Pricing. | Saa Str AI

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by Jason Lemkin | Blog Posts, Growth, Product, Saa S Product Pricing

"Want to go upmarket? Then double your pricing on your next deal. Not on your existing customers. They bet on you. But if your biggest customer is

But if your biggest customer is

— Jason ✨👾Saa Str. Ai✨ Lemkin (@jasonlk) August 18, 2026

There’s a fun — and very lucrative and rewarding — exercise I like to go through with most of the startups I work with.

Now, do you have a prospect in the pipeline that’s somewhat similar?

On that deal … go quote twice your highest price ever. Go try to do that.

This is a terrific exercise to drive your deal size up.

What it does force you to think about is providing a true solution to a big problem (more on that here: A Solution Sale Can Capture 3-20x the Revenues of A Tool Sale. With Almost the Exact Same Core Product.).

Sign you are going upmarket the right way: Every quarter you have a new largest customer — Jason ✨👾Saa Str. Ai✨ Lemkin (@jasonlk) February 24, 2024

— Jason ✨👾Saa Str. Ai✨ Lemkin (@jasonlk) February 24, 2024

Well … when Meta comes in as a prospect … ask for

How to close a

Then, ask the next prospect like them for

Then, ask the next prospect like them for

— Jason ✨👾Saa Str. Ai✨ Lemkin (@jasonlk) October 12, 2024

Upgrade your sales team, or at least, add reps with more experience selling larger deals. Build a new integration. Who knows.

You may have to change a bunch of things to get twice what you did on your largest previous deal.  Or possibly — nothing. Either way, you’ll learn.  It’s a journey.

And if you have a true solution, that really makes an impact … you’ll probably get the 2x pricing. At least some of the time.

Once you do it once, level up.  Make 2x the new 1x.  

A Little Less About Pricing. A Little More About Deal Size. Please.

Should you disclose Saa S price on your website or not? Why?

Pretty Much Every App With an Enterprise Edition Uses "Contact Me" Pricing

Nicholas Bird on August 27, 2016 at 3:35 pm

Really liked the pricing being based off of the problems being solved for the client. I’m going to test this out right now writing out my next proposal for a new customer. Think it will work for recurring monthly fee accounting firms too?

Really liked the pricing being based off of the problems being solved for the client. I’m going to test this out right now writing out my next proposal for a new customer. Think it will work for recurring monthly fee accounting firms too?

Brian Hayashi @connectme on September 29, 2016 at 10:30 am

Bain & Co. published their “Value Pyramid” piece in the Sept 2016 HBR. If you can re-engineer your product to solve more needs, and if you can figure out how to address more valuable needs than merely functional ones, you deserve greater prices.

Bain & Co. published their “Value Pyramid” piece in the Sept 2016 HBR. If you can re-engineer your product to solve more needs, and if you can figure out how to address more valuable needs than merely functional ones, you deserve greater prices.

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A Little Less About Pricing. A Little More About Deal Size. Please.

Should you disclose Saa S price on your website or not? Why?

Pretty Much Every App With an Enterprise Edition Uses "Contact Me" Pricing

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Key Takeaways

• AI VC AI Mentor: Digital Jason + Amelia AI Startup Benchmarking

• AI Agent Playbook Free e Books

    e Book: Hiring a Great VP of Sales
    e Book: Raising Capital
    e Book:  The First $1m ARR
  

• University All Posts Podcasts The Top CROs VC Fundraising Top Videos Q&A Best of Saa Str #1 Bestselling Book Search Everything Join the Community

• Free e Books

    e Book: Hiring a Great VP of Sales
    e Book: Raising Capital
    e Book:  The First $1m ARR
  

• AI Annual 2026 Events Overview Sponsors

    Event Sponsorship
    Media Sponsorship