想上探高端市场？下一个大单直接报价翻倍

"Want to go upmarket?

Then double your pricing on your next deal.

Not on your existing customers. They bet on you.

But if your biggest customer is $10k today, try charing $20k to the next one. You'll learn. Fast." pic.twitter.com/bVTHLO5pkM

— Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) August 18, 2026

There’s a fun — and very lucrative and rewarding — exercise I like to go through with most of the startups I work with.

It’s goes like this:

• First, who’s your largest customer? OK.
• Now, do you have a prospect in the pipeline that’s somewhat similar?
• You do? Great. Now …
• On that deal … go quote twice your highest price ever. Go try to do that.

This is a terrific exercise to drive your deal size up.

It does >not< mean rip off your customer.

What it does force you to think about is providing a true solution to a big problem (more on that here: A Solution Sale Can Capture 3-20x the Revenues of A Tool Sale. With Almost the Exact Same Core Product.).

$1,000 a month is a lot of money for a widget, even if everyone on my team uses it. But $12,000 a year is dirt cheap for anything that solves a true problem. That solves me having to hire an engineer, or 3, to do something. That fixes something broken in my 500+ person org.

Sign you are going upmarket the right way:

Every quarter you have a new largest customer

— Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) February 24, 2024

Challenge yourself.

Your biggest deal so far is $100k, with Google?

Well … when Meta comes in as a prospect … ask for $200k. With confidence. I know you just got comfortable asking for $100k. But if you’re worth $100k … then either your product today, or some future variant of that product, is worth $200k. Almost always.

How to close a $100k deal … for most o us:

First, close a $10k deal

Then, ask the next prospect like them for $20k

Close the $20k deal

Then, ask the next prospect like them for $40k

Close the $40k deal

Then …

— Jason ✨????SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) October 12, 2024

By quoting double, you may have to:

• Build them an extra feature
• Provide better on-boarding
• Improve customer success
• Get more enterprise
• Get that key integration done
• Upgrade your sales team, or at least, add reps with more experience selling larger deals. Build a new integration. Who knows.

You may have to change a bunch of things to get twice what you did on your largest previous deal. Or possibly — nothing. Either way, you’ll learn. It’s a journey.

And if you have a true solution, that really makes an impact … you’ll probably get the 2x pricing. At least some of the time.

Once you do it once, level up. Make 2x the new 1x. $200k your new enterprise price point, not $100k. Do that for a little while. And then. It’s time to start again. 2x again.

Rinse. Wash. Repeat.