Report · 2019-02-11
· 2669d
Price Qualification in Enterprise SaaS: Moving Beyond BANT
This article examines price qualification in SaaS sales, arguing that the traditional BANT framework oversimplifies budget assessment. Using Tiffany & Co. as an analogy, the author recommends presenting broad price ranges rather than specific figures to avoid anchoring bias while allowing prospects to discover hidden costs in their current systems.
Metrics in this report
Enterprise SaaS Pricing Range
50000-500000$
range
recommended disclosure range for planning/budgeting software
Existing Legacy System Annual Cost
50000$
example
planning/budgeting system in case study
External Consulting Cost for Legacy System Maintenance
100000$
annual estimate
planning/budgeting system in case study
High-end Planning/Budgeting System Annual Cost
250000$
average
enterprise SaaS planning tools
Salary Cost for Additional Analyst Headcount
80000$
annual per person
finance team supporting legacy systems
Tiffany's Higher-End Jewelry Price Range
10000-200000$
range
typical Tiffany's store higher-tier offerings
Tiffany's Lower-End Jewelry Price Range
200-2000$
range
typical Tiffany's store lower-tier offerings