What’s the best way to set pricing?

Raj De Datta (CEO at BloomReach)
Principles

Let’s say you want to build a $100M recurring revenue SaaS business. There are really only two fundamental ways of doing it: 1. Tackle the enterprise: Sell 1000 companies @ least $100,000 per year deals with a market size of at least 5,000 companies. 2. Tackle the small & medium business: Sell 100,000 companies @ least $1,000 per year deals with a market size of at least 500,000 companies. The valley of death is often in the middle.