A SaaS quote is a document or web page that relays your pricing to prospects. It displays personalized information about products, add-ons, quantities, and - of course - pricing. Modern SaaS quotes are interactive. Customers can choose different tiers, features, quantities, and more to create a package that makes sense for them.
A SaaS quote is not a pitch, presentation, or slide deck. It’s the last piece of collateral prospects see before signing a contract making a purchase. Its goal is to help prospects configure their purchase.
Competitive pricing strategies can come in many forms, a business can choose to always be the cheapest of their competitors or always offer the average price of the highest and lowest priced competitors
A competitive pricing strategy is a price-setting that is based on your competitors’ prices. This pricing method focuses solely on the prices of your competitors that are public, but it does not take into account how much customers value the product or production costs.
A strong competitive pricing model is based on thorough market research. When you know how the prices of your top competitors in your market and how those prices might meet customer expectations, you have a basis for determining the rates of the prices of your own products or services. Competitive pricing strategies can come in many forms, a business can choose to always be the cheapest of their competitors or always offer the average price of the highest and lowest priced competitors - they all count as competitive pricing strategies.
A SaaS quote is important for a number of reasons.
Budgeting. Quotes let potential customers know how much your product costs, so they can plan their budget accordingly. When pricing is clear, it leads to more qualified leads. Interactive quotes, also known as "unlocked quotes," allow prospects to adjust pricing to fit their budget.
Configuration. A SaaS quote allows potential customers to customize their purchase according to their needs. They can choose the number of users, usage credits, and other features that fit their requirements and budget.
Frictionless Sales. A high-quality, interactive quote makes it easy for potential customers to configure and purchase products. They don't need to engage in any back-and-forth with the sales team to create a package that works. Instead, they can adjust the quote, sign the contract, and pay. This makes the buying process feel effortless and puts potential customers in control.
Transparency. Quotes help customers make informed decisions about their purchases by providing them with all applicable fees, billing cycles, and potential additional or future costs. This reduces the risk of unexpected costs, hidden fees, and surprises, giving customers a clear understanding of what they are buying.
Engagement. Detailed quotes that show potential options keep prospects engaged with your product and more likely to make a purchase. This is because every interaction with you or your product increases the likelihood of making a sale.
SaaS quote management is the process of guiding quotes from creation to order completion and sometimes even after that. It includes creating quotes, sending them, following up on them, and helping clients use them.
Quote management is important for two reasons.
Internally, quote management helps sales teams create attractive quotes that convert consistently. It also keeps quotes organized, accurate, standardized across the organization.
Externally, quote management helps close more sales. It guides prospects towards the sale with reminders, information, and personal attention. It also helps sales reps stay on top of the quote-to-sale process by keeping client-facing operations organized.
As an added bonus, quote management provides valuable data. For instance, if your data shows that clients typically need two reminders to complete their quote, you can create reminders during the sales cycle that help close the deal.
Aside from the pricing model type, you must consider many other factors. Ask yourself the following questions when deciding what model works best for your business:
Don’t worry about choosing the wrong pricing model. The idea isn’t to do a perfect job; it’s to do the best job possible.
Once you have launched your product and corresponding pricing model, never stop testing, gathering feedback, and analyzing data. This way, you’ll always be in a good position to switch to a better pricing model.
The images below both show what a good SaaS quote looks like. The first is for a locked quote, while the second one is unlocked.
This is a locked quote, meaning the prospect cannot edit it on their end. Notice that prices, quantities, and the total price are clearly displayed in multiple places. That price is locked into place by the salesperson. The details of the order are clear, including add-ons.
A progress bar tells prospects exactly what step they are on in the purchase process. There is no doubt in the customer's mind regarding what they are getting and what they are paying. And if they do need to get a second opinion, they can share the quote with teammates with the click of a button.
The second page shows a quote that’s “unlocked”. It can be configured by the prospect using toggles and entry forms. The base product and price are clear, and it's easy for prospects to add or subtract features that they want.
Prospects can also select the duration of their contract, as well as when it starts. The total price is clearly displayed in multiple places, ensuring that customers know exactly what they're getting.
The total price is updated in real-time, as they add or remove features. A progress bar is also provided, making it clear where customers are in the purchase process.