We study the pricing strategies for a software firm and an entrant software-as-a-service (SaaS) firm in two customer markets: the market composed of the incumbent’s past customers and the market of new customers. We build a game theoretical model to investigate how user costs and the quality differential between products affect firms’ pricing in different customer markets. Our findings show that it is not always optimal for the software firm to price discriminate between its old users and the new customers. The entrant firm would be better off acquiring only the new customers when the SaaS quality is sufficiently low.

中文翻译：

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软件和SaaS产品的竞争性定价策略

我们研究了两个客户市场中的软件公司和新进入的软件即服务（SaaS）公司的定价策略：两个市场，这些市场由在位者的过去客户和新客户组成。我们建立了一个博弈论模型来调查用户成本和产品之间的质量差异如何影响不同客户市场中公司的定价。我们的发现表明，软件公司在老用户和新客户之间进行价格区分并非总是最佳选择。当SaaS质量足够低时，进入的公司最好只获取新客户。