Many CEOs hit a painful crossroads where deals stall unless prices drop, forcing a tough choice between short term growth and long term business health.
Having helped 50+ CEOs fueling millions in revenue growth, in the next 60 seconds I’ll help you decide when protecting margin is the smarter move even if it costs you market share. This insight comes from our work with Shekar Raman, CEO at Birdzi.
In our work with growth stage CEOs, this tension shows up constantly. Discounting feels like momentum. Deals close faster. Pipelines look healthier. But over time, price cuts quietly reset customer expectations and reposition your company as a cheaper option rather than a stronger one.
Our shared view is simple. For most SaaS businesses with meaningful ACVs, margin is a strategic asset, not an accounting detail. Once you enter a discount driven growth model, it becomes extremely hard to exit without damaging trust, product perception, and future pricing power.
There are moments early on where pricing flexibility helps you learn the market. But there is also a clear inflection point where chasing share through discounts does more harm than good.
Sometimes losing market share today preserves the business you want to build tomorrow.