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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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In the ever-evolving SaaS landscape, subscription models have reigned supreme for nearly two decades. The predictable revenue streams, customer lifetime value, and scalability have made subscriptions the gold standard for software businesses. However, market saturation, subscription fatigue, and changing customer expectations are pushing innovative SaaS companies to explore alternative revenue models. As we move forward, the most successful businesses will likely employ hybrid approaches that go beyond the traditional subscription.
The Subscription Plateau
Subscription models have dominated the SaaS industry since Salesforce pioneered the approach in the early 2000s. Yet signs of market maturation are evident:
- The average enterprise now manages over 130 SaaS applications, according to BetterCloud's 2023 State of SaaS report
- Gartner reports that 45% of companies are actively working to reduce their SaaS spend
- Customer acquisition costs (CAC) have increased by an average of 70% over the past five years for B2B SaaS companies
Todd Olson, CEO of Pendo, notes: "Companies are reaching a subscription ceiling. The days of simply adding another monthly charge to the corporate credit card are waning as organizations scrutinize their tech stacks more rigorously."
Emerging Monetization Models
Forward-thinking SaaS companies are implementing innovative approaches that align more closely with delivered value. Here are the most promising alternatives gaining traction:
1. Usage-Based Pricing
Usage-based models charge customers based on actual consumption rather than access rights. This approach has gained significant momentum, particularly among data, API, and infrastructure companies.
Real-world example: Snowflake's consumption-based model charges customers only for the computing resources they use. This approach helped them achieve a remarkable 171% net revenue retention rate, according to their 2022 annual report.
"Usage-based pricing creates a natural alignment between vendor and customer," explains Tomasz Tunguz, managing director at Redpoint Ventures. "The vendor only gets paid when customers derive value, which encourages building features customers actually use."
2. Outcome-Based Pricing
Perhaps the most aligned with customer value, outcome-based pricing ties costs directly to measurable business results. This approach requires sophisticated tracking capabilities but creates powerful incentives.
Real-world example: Hubspot offers a "Success Rate" pricing tier for their marketing automation tools, where clients pay based on lead conversion metrics rather than features or seats.
"Outcome-based pricing represents the highest form of value-based selling," says Patrick Campbell, founder of ProfitWell (acquired by Paddle). "When done right, it transforms the vendor from a cost center to a proven investment with measurable ROI."
3. Microtransactions and Credit Systems
Some SaaS platforms are implementing credit or token-based systems that allow users to pay for specific actions or features as needed.
Real-world example: Canva uses a credit system for premium elements within its platform. Users can purchase credits to access specific premium assets without committing to a full subscription.
4. Freemium+Marketplace Models
An evolution of the freemium approach, this model combines a free core platform with a robust marketplace where third-party developers offer premium add-ons, creating multiple revenue streams.
Real-world example: Shopify's app marketplace generates substantial revenue through commissions on paid apps while enhancing the value of their core platform. According to their investor relations, the marketplace contributed over $444 million to their 2022 revenue.
Implementation Considerations
Transitioning beyond traditional subscriptions requires careful planning:
Data Infrastructure Requirements
Alternative pricing models often require more sophisticated usage tracking, analytics, and billing systems. Companies must invest in data infrastructure that can accurately measure the metrics tied to their pricing.
"The technical debt of implementing usage-based systems is substantial but necessary," explains Elena Verna, former Growth executive at SurveyMonkey and Miro. "You need real-time metering, flexible billing systems, and predictive analytics to execute effectively."
Customer Education and Transparency
Customers accustomed to fixed monthly fees may be hesitant about variable pricing structures. Clear communication, usage dashboards, and spending controls are essential components for managing this transition.
Atlassian's shift to include usage elements in their pricing came with extensive documentation, webinars, and a year-long transition period. Their transparent approach resulted in 93% customer retention through the change.
Testing and Iteration
Most successful transitions occur through careful experimentation and gradual rollouts.
"We implemented our consumption model with a small subset of customers for six months before expanding it company-wide," explains Jeff Lawson, CEO of Twilio. "The insights gained were invaluable and prevented several pricing missteps."
The Future: Hybrid Monetization Ecosystems
The most forward-thinking SaaS companies are creating monetization ecosystems that combine multiple approaches:
- Base access through traditional subscriptions
- Premium features via usage-based pricing
- Third-party integrations through marketplace commissions
- Professional services tied to outcomes
Stripe exemplifies this approach with their core payment processing (usage-based), Stripe Atlas (fixed-fee), extended services (subscription-based), and Stripe Apps marketplace (commission-based).
Conclusion: Finding Your Model Mix
As subscription fatigue continues to grow, SaaS executives must evaluate alternative monetization approaches that better align with their value delivery. The transition beyond subscriptions isn't about abandoning the model entirely but evolving toward more customer-aligned revenue structures.
The most successful companies will match their pricing model to their specific value proposition. Infrastructure-focused companies may lean toward usage-based approaches, while outcome-oriented platforms might benefit from performance-tied pricing. Many will find that hybrid models provide the optimal balance of predictable revenue and value alignment.
The subscription model isn't disappearing, but its evolution is inevitable. SaaS leaders who proactively explore these emerging models will be better positioned to meet changing customer expectations and maintain growth in an increasingly competitive landscape.