Mensch und Maschine: pricing before SaaS market launch

How Mensch und Maschine developed a scalable SaaS pricing model for PDM Cloud before market launch, with clear packaging, value communication and internal alignment.

Pricing before SaaS market launch

Mensch und Maschine developed a scalable SaaS pricing model for PDM Cloud before market launch. The work connected customer segments, value proposition, package logic, monetisation metrics, price points, management alignment and migration strategy.

Starting point

Mensch und Maschine was preparing a SaaS solution in the CAD, PDM and BIM hosting environment. The company came from a strong software and system-house logic and was preparing the next step toward becoming a SaaS provider.

Pricing therefore had to do more than produce a price list before launch. It had to clarify which customer segments the solution served, how different usage situations could be reflected, how services should be packaged and how sales and management could work with one shared pricing logic.

Pricing question

How do you create a pricing model before launch that is sellable, explainable and scalable?

The central challenge was not only the price level. The decisive question was the commercial architecture: which packages does the market need, which monetisation metrics fit different customer situations, and how can the model preserve enough flexibility for sales, negotiation and future solution development?

Work with Optimal Price

The collaboration included pricing team formation, management alignment and structured pricing model development.

The work focused on:

customer segments and relevant usage situations, value proposition with more than 100 product, service and feature elements, price structure with four bundles, four monetisation metrics for different customer segments and usage situations, price points based on customer value, costs and top-down targets, psychological pricing levers for comparison, orientation and value perception, preparation for validation and migration.