SaaS Pricing Demystified

Pricing your software is the one of the most tricky questions that a founder encounters, especially early in the business journey. We face this pertinent question at our portfolio companies as well. In today's competitive landscape of software-as-a-service businesses, finding the optimal pricing model can make or break your success.

We share a short guide on crafting effective pricing strategies for your B2B SaaS product.  In this article, we'll delve into various pricing models and provide you with actionable insights to help you discover the perfect pricing strategy for your SaaS offering.

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Understanding Different Pricing Models:

There are several pricing models available for B2B SaaS businesses. Let's explore a few key models:

  • Per-User Pricing: Charge customers based on the number of users accessing your software. Ideal for businesses with varying team sizes.
  • Tiered Pricing: Offer different packages with varying levels of features and support, catering to different customer segments.
  • Usage-Based Pricing: Price according to the usage metrics, such as data volume or transactions processed. Great for businesses with fluctuating needs.
  • Value-Based Pricing: Set prices based on the value your software delivers to customers. Aligns pricing with the benefits your product offers.


Determining Your Ideal Pricing Strategy:

Finding the right pricing strategy requires a strategic approach. Here's a step-by-step guide:

  1. Market Research: Understand your competitors' pricing and identify pricing gaps in the market. This helps you position your product effectively.
  2. Customer Segmentation: Define your target audience and their pain points. Tailor your pricing tiers to cater to different customer segments.
  3. Value Proposition: Highlight the unique value your SaaS product brings. Clearly communicate how it solves your customers' challenges.
  4. Pricing Psychology: Utilize pricing psychology principles like anchoring (presenting a high-priced option to make other options seem reasonable) to guide customers to the desired package.
  5. Trial and Iteration: Offer different pricing structures to a small segment of your audience. Analyze their response and iterate until you find the most effective strategy.


Actionable Examples, Hacks, and Checklists:


Example: Slack offers tiered pricing, providing different levels of features for teams of varying sizes.

Hack: Offer a free trial period with limited features to showcase your product's value.


  • Identify your top competitors and analyze their pricing models.
  • Create customer personas to understand their pain points and willingness to pay.
  • Experiment with different pricing structures in a controlled environment.


Crafting the right pricing strategy for your B2B SaaS product is a nuanced process that demands thorough research and experimentation. By understanding various pricing models, conducting market research, and focusing on your product's unique value, you can confidently establish a pricing strategy that drives customer engagement and business growth.


Remember, the world of SaaS pricing is dynamic, so stay adaptable and open to refining your strategy as your business evolves.


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