Why SaaS Buyers Discount Your Value Claims. It's called Risk Discount

Even with case studies and proof, SaaS buyers often apply a risk discount—not because they doubt you, but because they doubt their own organization. In this clip, Dan Balcauski explains how perceived risk affects pricing and value in B2B SaaS. If you’re selling into complex orgs, this is a must-watch.

#b2bsaas #pricingstrategy #saasvaluepackaging #valuebasedpricing #gotomarket #b2bsales #customerperception

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