On Your Next Big Deal? Double Your Pricing.

SaaStr's Jason Lemkin shares a pricing strategy for upmarket deals: double your pricing on the next major customer. Don't reprice existing customers—they backed you early. If your largest customer pays ten thousand dollars, ask the next prospect for twenty thousand. Doubling forces you to solve genuine business problems, Lemkin says, not just sell features. Once you close at that price, reset: twenty thousand is now your baseline; when the next similar prospect arrives, ask for forty thousand. It's a cycle of iteration and escalation.

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