How to Structure Pricing and Packaging When You Have Multiple Products
Multi-product companies face packaging complexity. Here's the framework for bundling, pricing, and cross-selling across product lines.
As SaaS companies expand their product portfolio, pricing and packaging becomes exponentially complex. Should products be sold individually, bundled, or accessed through a platform fee? The answer depends on buying patterns and competitive positioning.
The framework evaluates three packaging models: standalone products (each priced and sold independently), tiered bundles (good/better/best with increasing product access), and platform pricing (base fee for the platform with modules added). Each model has implications for sales complexity, customer value perception, and expansion revenue.
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We cover the analysis process for choosing a model, the pricing methodology for bundles (how to discount without devaluing individual products), the CRM and billing system requirements for each model, and the transition plan for moving from individual products to bundled or platform pricing.
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