Launch Comms for New Product SKUs & Pricing (January 15, 2024)
This card includes the content from Madi's comms email on Jan 15.
Make sure to "Follow" this card (Partner Pricing & Packaging (Standard & Non-Standard) - 2024 Pricing & Packaging) for rolling updates (Guru will notify you when significant things change like new partners are added etc.). To "Follow" just click the "Follow" button in the top right-hand corner of the card.
I'm writing to share the exciting news that our new SKUs and pricing are now live in Salesforce and ready to sell. Read on for a quick refresher of what's changing and more information on what happens next.
What are the new SKUs, and why are we introducing them?
As Go1 refines our ideal customer profile (ICP) and continues to move upmarket, it has been critical that we re-evaluate our pricing and packaging strategy to ensure we are appropriately priced to value, and we are selling our products in the way our ICP wants to buy.
To address these needs, we’re creating three new packages (SKUs) that will replace our historical packages:
- Premium Essentials – Unlimited access to our Essentials content library
- Premium Pro – Unlimited access to our full content library PLUS exclusive Pro brands, Blinkist Enterprise, and top-tier customer support
- Compliance Bundle – Fixed bundle of 20 compliance courses tailored by region (AU, US, UK)
What does this mean for AEs & CSMs?
AEs & CSMs can start booking new business and renewal deals on our new SKUs and with our new pricing.
- New biz opportunities opened before Jan 15th (today) can continue with legacy SKUs through the end of Q3; beginning Q4, all new business opps must move onto new SKUs
- New biz opportunities opened after Jan 15th (today) must be opened with the new SKUs/pricing
- Q3 renewal opportunities can remain on legacy SKUs/pricing (up to CSM discretion), but Q4 renewals must move onto new SKUs
How does this work with partners?
Not all our partners are ready to start selling our new SKUs /pricing– either because their integration can’t support multiple SKUs/content groups yet, or they are going through contract negotiation with Go1. Over the coming months, we’ll be working with those partners/integrations to migrate them to our new standard SKUs.
Use this guru card to understand which partners can be booked to the new SKUs, and which need to remain with legacy SKUs or pricing.
How should I book a deal using the new SKUs/pricing?
The process to book a deal in Salesforce remains the same. Simply select the appropriate price book, find and add the relevant products, and confirm the price and quantity as per this guru card.
How will this be implemented for customers?
The implementation team will be owning the management of customer portals, including changes to customer content/SKUs for renewing customers, and the creation of portals for new customers. (Note – IPMs should own all new customer portal creation except where a partner integration creates the portal.)
When a new customer is closed, implementation will follow the standard process based on the SKU listed for that customer. For renewing customers, CSMs should submit a request to the IPM team for content provisioning via the new request form on the Implementation team’s Service Desk.
Where can I find more information?
This Guru card includes everything you need to know and links to enablement and additional resources. You can also ask questions via #gtm-questions-for-2024-pricing-packaging
What comes next?
Sales Enablement has already scheduled office hours for the rest of the month, including a dedicated session this week for AEs and CSMs to refresh and learn more about our principles and responsibilities for renewal. AEs & CSMs, please take a couple of minutes to familiarize yourself with the ways of working (in this Guru card) between AEs and CSMs (some of you went through this in-depth recently or back in October).
As always, please reach out if you have any questions. And a huge thank you to the massive team who has been working tirelessly behind the scenes to bring this life – especially Grace, Allan, Kristin, Maha, Chloe, Shannon, Trev, Thomas, Braden, Chad, Josh, Morgane, Bec, Mon, Kevin, Kipley, and so many more.
Initial comms from Nov 15
I’m reaching out to share an exciting update regarding our new product SKUs, set to launch on January 15th, 2024.
As you’re all aware, we’ve spent the past several months conducting market research, gathering customer insights, analyzing our historical sales performance, and actively seeking feedback from many of you. We’ve leveraged all of these data points to inform our go-forward pricing/packaging strategy and are confident our new SKUs will enhance customer value, grow our business, and enable you to win more deals!
While your Manager may have already shared some of the details with you, we wanted to provide a few additional resources and a high-level summary to help reinforce key concepts. Please take a moment to review the following:
Pricing and Packaging Resources:
Tony video clip.mp4 (~2 min recording)
Go1 Pricing Packaging Updates_Field.pptx (including a ~7 min video recording)
What we need from you:
- Stay focused on selling our current product SKUs – we will not be fully operationalizing our new SKUs until Jan 15th, so please continue selling our current products until then (including renewals - more guidance coming as part of the certification process in Dec)
- Raise any questions or concerns from partners – we began communicating our new SKUs to partners this week, and those conversations will continue over the next few weeks; please loop in our PSM team if any questions are brought to your attention
- Stay tuned for more – Waz will be reaching out with an update on pricing/packaging certification in the coming weeks; the certification process will also include new policies, operational details, and guidance on renewal conversations
Thank you for all the support and insights you’ve been willing to share along this journey. Please continue to ask questions and provide feedback so we can evolve our strategy over time (we know we won’t have it 100% right in the beginning!). We look forward to this exciting new chapter and are here to support you any way we can!