The SaaS Pricing Playbook: Boost your ARR

13 November 2025

Investment Associate

This pricing playbook reveals all you need to know to get the price right to boost annual recurring revenue (ARR). With our Pricing Playbook, you’ll gain the knowledge and insights needed to construct a value-based pricing strategy that resonates with the value you provide to your customers.

For many B2B SaaS companies determining the pricing strategy often involves a mix of intuition, competitor analysis, and cost considerations. However, developing a well-defined, value-based pricing model can significantly boost your growth. Not only does this approach increase annual recurring revenue (ARR), but price expansion also has limited costs attached, implying a strong effect on profitability.

Built on portfolio data from 2022–2024 and tested across Nordic B2B software companies, the 2026 edition walks you through a complete value-based pricing project — from customer segmentation to implementation.

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What's inside:

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Why changing your pricing model is worth the discomfort
An introduction to value-based pricing — what it is and why it outperforms cost-plus
Portfolio data: real numbers from Nordic SaaS companies
A step-by-step project framework:
- Segment your customers
- Understand value creation and drivers
- Analyze switching costs and stickiness
- Map your customers' alternatives
- Build your value-based price model
- Define your packaging strategy
Price metrics and structure
How to test, communicate, and implement a pricing change
Our portfolio companies' experience — what worked, what didn't

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Who it's for:

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Founders and commercial leaders at Nordic B2B software companies ready to move from gut-feel pricing to a model that captures the value you actually deliver.

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