Did you know that Gong charges $1,400-$1,600 per seat? Holy cannoli! For a mid-sized team of 100 sales reps, you will dish out a minimum of $140,000. This is not a product that’s critical to your product infrastructure like AWS or product intelligence (Snowflake) or managing a customer database (Salesforce). Gong = video recording + transcription + calendar integration + repository + AI prompts = $1,400 per seat. Do you know what other product does ALL of these things? Fireflies = video recording + transcription + calendar integration + repository + AI prompts = $228 per seat (correction to the image). Gong’s Positioning: Revenue Intelligence platform. Fireflies’s Positioning: Automated note-taking. There's a massive difference in perceived value, allowing for charging a price that is 6 times higher. Lessons from Gong: *Position for the audience with the biggest budget and the strongest pain. An enterprise buyer responsible for improving win rates will be in the position to spend $1,500 per user, whereas an HR or an IT buyer trying to improve team efficiency will not. *Align your value to the top 3 goals of the organizations you are trying to sell to; that alone will put you in a position to compete for budget and implementation resources (hint: more revenue with less CAC will always be in the top three for-profit companies). *Price discriminate based on the use case. Gong will not give you a quote until they understand what you will use their product for (coaching, deal management, forecasting, rep efficiency, prospecting, GTM analytics). And they will sell essentially the same product for a different use case at a different price. Learn from Gong and use positioning and messaging to maximize the 🦃. #positioning
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