RevOps Lab20 Tammi 2025

#64 A RevOps Guide to SaaS Pricing - with Dr. Sebastian Voigt, Partner & Co-Lead Pricing and Sales at hy

Sebastian Voigt, a seasoned pricing expert and Co-Lead Pricing and Sales at a leading consultancy, joins us to explore the intricate art and science of pricing for SaaS companies. From his early days learning the psychology of pricing in his mother’s flower shop to leading pricing strategies for global enterprises, Sebastian shares his wealth of knowledge and practical insights. This episode is packed with strategies and tactics to help RevOps professionals unlock growth and profitability through smarter pricing.

We cover:

How to design an effective SaaS pricing strategy

The psychology of pricing: leveraging perception and reference points

Common mistakes in pricing and how to avoid them

Tactical approaches to bundling, discounting, and upselling

Real-world examples of pricing transformations driving 20-30% revenue growth

How RevOps teams can play a pivotal role in operationalizing pricing strategies

Sebastian Voigt on LinkedIn: https://www.linkedin.com/in/sebastianvoigt/

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

Phillip on LinkedIn: https://www.linkedin.com/in/janiszech

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:02:04) The Journey to Becoming a Pricing Expert

(00:05:17) Fundamentals of SaaS Pricing Strategy

(00:09:42) Leveraging Psychology in Pricing Decisions

(00:14:39) Common Pricing Mistakes and How to Fix Them

(00:19:06) The Role of RevOps in Pricing

(00:28:56) Operationalizing Pricing at Scale

(00:35:30) Final Thoughts and Book Recommendation

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