Want to create an interactive transcript for this episode?
Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: SaaS Pricing Shift: From $4K to $32K AOV at Brightpearl
Description: Brightpearl had 28% annual churn, months of cash left, and a SaaS pricing model that was bleeding the business dry. CEO Derek O'Carroll switched from per-user pricing to GMV-based SaaS pricing - and revenue more than doubled to $13M ARR.
Derek reveals the pricing strategy that raised average order value from $4,000 to $32,000, why he deliberately shed 500 customers to save the company, and how the right SaaS pricing model made outbound sales economically viable for the first time.
When Derek joined in 2016, Brightpearl was charging just 0.23% of customer GMV when they should have been at 1%. The per-user...