Matt Plank

So if you discount 50% off or you discount 25% off, like it's all relative to whatever your list price is, which for most people is like a fake price. Like nobody cares about list price. They care about net price. And so I'm a big believer.

So if you discount 50% off or you discount 25% off, like it's all relative to whatever your list price is, which for most people is like a fake price. Like nobody cares about list price. They care about net price. And so I'm a big believer.

So let's say that your list price, meaning when you show up and you send, I mean, look, starting all the way with like some companies have a price on their website. If you're very SMB and down market and you have a bunch of self-serve signups and trials and all that, you basically need to have a price on your website where someone can see it and sign up, whatever. That's not our business.

So let's say that your list price, meaning when you show up and you send, I mean, look, starting all the way with like some companies have a price on their website. If you're very SMB and down market and you have a bunch of self-serve signups and trials and all that, you basically need to have a price on your website where someone can see it and sign up, whatever. That's not our business.

So let's say that your list price, meaning when you show up and you send, I mean, look, starting all the way with like some companies have a price on their website. If you're very SMB and down market and you have a bunch of self-serve signups and trials and all that, you basically need to have a price on your website where someone can see it and sign up, whatever. That's not our business.

For us, we are generally getting somebody on a call, understanding what their pain points are, what products are they interested in, because we have 30 For us, we have a list price, meaning there's a book price for every SKU that we have. Let's say it's $10 PEPM for a random SKU, but the actual price point that we're trying to target might be $8 or $7 or $6. It depends on the size of the company.

For us, we are generally getting somebody on a call, understanding what their pain points are, what products are they interested in, because we have 30 For us, we have a list price, meaning there's a book price for every SKU that we have. Let's say it's $10 PEPM for a random SKU, but the actual price point that we're trying to target might be $8 or $7 or $6. It depends on the size of the company.

For us, we are generally getting somebody on a call, understanding what their pain points are, what products are they interested in, because we have 30 For us, we have a list price, meaning there's a book price for every SKU that we have. Let's say it's $10 PEPM for a random SKU, but the actual price point that we're trying to target might be $8 or $7 or $6. It depends on the size of the company.

If you come in and you're

If you come in and you're

If you come in and you're

50 employees and you want to sign up in one week like i've got a little bit more room to make that happen if you're you know if you're 50 employees and you want to evaluate for three months then like it might be a different price but like it might depend on the different you know amount of products that you buy do you worry about different customers talking about different prices hey i got rippling for 20 pep oh you got it for 30 wow they overcharged you

50 employees and you want to sign up in one week like i've got a little bit more room to make that happen if you're you know if you're 50 employees and you want to evaluate for three months then like it might be a different price but like it might depend on the different you know amount of products that you buy do you worry about different customers talking about different prices hey i got rippling for 20 pep oh you got it for 30 wow they overcharged you

50 employees and you want to sign up in one week like i've got a little bit more room to make that happen if you're you know if you're 50 employees and you want to evaluate for three months then like it might be a different price but like it might depend on the different you know amount of products that you buy do you worry about different customers talking about different prices hey i got rippling for 20 pep oh you got it for 30 wow they overcharged you

Yeah. Well, I think a couple of things. So one is we have an extremely consistent and firm discount policy. So it's not like a rep can just make up whatever they want to do. And so we'll tell a customer when they come in, like, hey, here's what pricing looks like on a one-year deal versus a three-year deal, or depending on your timeline, or depending on the amount of products that you buy.

Yeah. Well, I think a couple of things. So one is we have an extremely consistent and firm discount policy. So it's not like a rep can just make up whatever they want to do. And so we'll tell a customer when they come in, like, hey, here's what pricing looks like on a one-year deal versus a three-year deal, or depending on your timeline, or depending on the amount of products that you buy.

Yeah. Well, I think a couple of things. So one is we have an extremely consistent and firm discount policy. So it's not like a rep can just make up whatever they want to do. And so we'll tell a customer when they come in, like, hey, here's what pricing looks like on a one-year deal versus a three-year deal, or depending on your timeline, or depending on the amount of products that you buy.

And so for us, you could come in and buy three products in a week, or you could come in and buy 10 products and take six months. And so there's a bunch of different... There's probably five different levels of... How big are you? What are you buying? What's the timeline look like? All these different things. And this happens.

And so for us, you could come in and buy three products in a week, or you could come in and buy 10 products and take six months. And so there's a bunch of different... There's probably five different levels of... How big are you? What are you buying? What's the timeline look like? All these different things. And this happens.

And so for us, you could come in and buy three products in a week, or you could come in and buy 10 products and take six months. And so there's a bunch of different... There's probably five different levels of... How big are you? What are you buying? What's the timeline look like? All these different things. And this happens.