What it is
Pricing & Packaging is the eighth GRIP pillar, in the R (Resources) dimension. It measures whether your pricing model actually captures the value your product delivers.
Why it matters
Bad pricing is the #1 silent tax on GTM. Most B2B SaaS companies leave 10-20% of potential ACV on the table.
How to improve this pillar
- 1Publish list pricing on the website with explicit tier differentiation.
- 2Write a 3-level discount matrix with named approver per level.
- 3Introduce volume banding for anything measurable: seats, API calls, GMV.
- 4Bake annual uplift (3-5%) into every MSA.
FAQ
Is pricing a marketing or a finance problem?
Neither. It's a GTM-system problem.
Should we always publish prices?
For SMB and mid-market, yes. For enterprise, publish a starting tier and let sales handle the top.
See your own score for this pillar
5-minute Caugia assessment. Your GRIP score per pillar + the binding constraint + the 48-hour action.
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