How I sold 10 PLG customers with 1 paywall 🤑

How I Closed 10 Customers and Netted Over $70,000 ARR in a Quarter by Adding Just One Paywall in Our SaaS 🤑

The Power of Strategic Pricing

Are you wondering how to create effective pricing and packaging with paywalls for your SaaS? Let me share my experience on how I achieved significant results by implementing a simple yet powerful strategy.

How do I create pricing and packaging with paywalls for my SaaS?

Step 1: Creating Value-Based Pricing

When designing your pricing structure, think in terms of customer value (X). Here's the key:

• Freemium plan: Include essential features that solve the baseline customer problem ("Baseline X features")

• Premium plan: Offer more value with "Add X" and "Customize X" features

Let's look at how popular SaaS companies implement this:

At TrustCloud

• Freemium has essential policies and controls

• Premium has ability to add & customize policies and controls

The secret is to take the value you provide to your customers, create a "basic" version for the freemium tier, and offer the "full" version on the premium tier. 👈

How do I gather feedback from your customers about my SaaS paywalls?

Step 2: Gathering Customer Feedback

If you're just starting out, here's a counterintuitive tip: sell individual features 💸💸💸. Yes, you read that right! Make a pitch to sell individual features 👈👈👈

Why? It helps you:

1. Understand what features customers truly value

2. Simplify parameters in your growth experiments 👩🏽‍🔬

3. Identify the key lever within your package 👀

Afterwards, you find have the information to help you layer on top of this key lever feature and wrap it in a package.

Our Success Story at TrustCloud

At TrustCloud, we applied this strategy:

1. We received overwhelming feedback on Customizing Controls and Policies

2. We started selling this feature at $X

3. We then wrapped this premium feature with other features 🎁

4. We experimented with different packages, always including our proven Customizing Controls and Policies feature 💰

The result? We closed 10 customers and netted over $70,000 ARR in just one quarter by adding this single paywall.

Conclusion

Creating effective paywalls is a fun problem to solve 🙂 Remember, it's all about understanding and delivering customer value. Experiment, gather feedback, and don't be afraid to sell individual features to find your key lever.

Read the comments here: https://www.linkedin.com/posts/garyyauchan_plg-buildinpublic-paywalls-activity-7244856028628938752-aDVB?utm_source=share&utm_medium=member_desktop

Post-Sales and Product Led Growth

1. Get those G2 Reviews! 🤩

2. Find more upsells with this post-sales playbook 🤑

3. Understand reasons why customers churn: 5 Churn analysis and methods 😵‍💫

Retention and Product Led Growth

1. How we increased retention by activating +45% of our PLG customers? 📈

2. What is a good vs. great retention benchmark? 📊

3. Who owns retention? 🫵

4. Five ways to improve retention in PLG 🖐️

Roadmaps and Product-led Growth

1. How do I convince Product, Design, and Engineering to build PLG features? 😍

2. How do I know we are building the right things for PLG? And what are the success metrics? 🤔

3. How to use customer feedback in your PLG product roadmap? 🗣️

4. How to communicate product-led growth Roadmap to Stakeholders? 😰

5. How to handle stakeholder requests? 😅

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I am Gary Yau Chan. 3x Head of Growth. Product Growth specialist. 26x hackathon winner. I write about #PLG and #BuildInPublic. Please follow me on LinkedIn, or read about what you can hire me for on my Notion page.