In episode 646, Rob Walling catches up with James Kennedy, the founder of ProcurementExpress, about James’s unconventional approach to price increases. Every year, James does an annual price increase across the board. He talks about how he communicates it to both leads and customers, the pros and cons of this approach, and why it is been a net positive for the business.

Topics we cover:

2:03 - About ProcurementExpress
4:41 - How big is the ProcurementExpress team?
7:43 - Why did James change the company name?
9:48 - What led James to settle on an 8% annual price increase for all customers
15:02 - Communicating the annual price increase to new customers
17:01- How James uses these annual price increases to close more deals
17:36 - When you shouldn’t do annual price increases
23:04 - SaaS buying patterns that James sees
24:00 - The best subject line that James has ever written

Links from the Show:

If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you.

Subscribe & Review: iTunes | Spotify | Stitcher

Episode 646 | Building a Recurring, Annual Price Increase Into Your SaaS

Startups For the Rest of Us

Episode 646 | Building a Recurring, Annual Price Increase Into Your SaaS