Changing Your Price Anchor with Anais Concepcion

About this episode

Emily Omier interviews Anais Concepcion about a pricing strategy program at Grist aimed at shifting perceptions of their enterprise software.

There’s a new episode of The Business of Open Source today! It’s been a while. I talked with Anais Concepcion about a program she’s been testing at Grist to give free activation codes for the enterprise version of Grist to individuals and small businesses that have a revenue under $1 million. The program has been in place for 5 months, and Anais came on the show to talk about both the strategy behind the program as well as some preliminary results. The strategy comes down to shifting the perception of Grist Open Source and Grist Enterprise. The goal, Anais says, is to make the ecosystem consider Grist Enterprise the ‘default’ version of Grist, rather than the other way around. In fact, she’s considering renaming Grist Enterprise to just “Grist” to reinforce the idea that it is not the ‘special’ version of Grist, but the default version. There were other strategic goals, too. One is to get more feedback on the ‘enterprise’ features, another is to avoid nickel-and-diming individual users while making sure that big companies are paying. The results so far have been interesting. The biggest concrete result has been in partnership relationships; it’s easier for small consulting /…

People in this episode

Host: Emily Omier

Guest: Anais Concepcion

Topics covered

• pricing strategy
• open source
• business development
• enterprise software
• customer feedback

Keywords

• Grist
• pricing anchor
• open source software
• enterprise version
• customer engagement

Mentioned in this episode

Organizations: Grist, Grist Enterprise, Grist Open Source

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