How Pleo Built a Pricing & Packaging Infrastructure With Arnon Shimoni [Video]

Pleo, a business spending solution, has developed a flexible pricing and packaging infrastructure to adapt to changing customer needs and market demands. Arnon Shimoni, a senior product manager at Pleo, discusses the creation of an entitlement infrastructure that decouples product access from billing, allowing for quicker upgrades and a better customer experience. This infrastructure enables Pleo to easily adjust pricing and feature offerings based on regional and market-specific needs, enhancing their go-to-market strategy. In addition, Pleo has experimented with a freemium model, initially launched in Germany, which allowed for increased user engagement without cannibalizing existing revenue streams. This strategy underscores the importance of viewing pricing as a dynamic tool that can drive growth and customer satisfaction. Shimoni emphasizes that pricing should be considered an art rather than a science, requiring continuous iteration and involvement from multiple departments to ensure alignment with the company's overall vision and market positioning.

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