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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 rapidly evolving electric vehicle (EV) charging industry, software-as-a-service (SaaS) providers face a critical strategic decision: choosing the right pricing metric. This choice directly impacts revenue potential, customer acquisition, and long-term business sustainability. As charging networks scale across diverse geographies and customer segments, understanding which pricing model—per seat, per transaction, or outcome-based—best aligns with your value proposition becomes increasingly important.
The Growing Importance of EV Charging Networks SaaS
EV charging networks represent one of the fastest-growing infrastructure sectors globally. According to BloombergNEF, the number of public charging points worldwide is expected to increase from 1.3 million in 2020 to 31 million by 2030. Behind these networks lies sophisticated software that manages everything from user authentication to payment processing, load balancing, and analytics.
For SaaS providers serving this market, developing an effective pricing strategy isn't just about maximizing short-term revenue—it's about creating sustainable value that grows with the industry itself.
Understanding the Three Primary Pricing Metrics
Per-Seat Pricing
Per-seat pricing (sometimes called user-based pricing) charges customers based on the number of individuals using the software.
Advantages for EV charging SaaS:
- Predictable revenue stream
- Simple to communicate and understand
- Works well for administrative software where distinct users need individual access
Disadvantages:
- May not align with the actual value delivered
- Can create friction when customers need to add users
- Often disconnected from charging volume or network performance
Real-world example: A charging network management platform might charge $99 per month per administrator account, regardless of how many charging stations they manage.
Per-Transaction Pricing
Transaction-based pricing ties costs directly to usage volume—in this case, typically to the number of charging sessions facilitated.
Advantages:
- Creates natural alignment between costs and customer growth
- Scales proportionally with customer business volume
- Easy for customers to calculate ROI
Disadvantages:
- Revenue can fluctuate with seasonal charging patterns
- May create perverse incentives to minimize transactions
- Could penalize successful networks as they scale
According to a 2022 OpenView Partners survey, 45% of B2B SaaS companies now incorporate some form of usage-based pricing, up from 34% in 2020. This trend is particularly prevalent in infrastructure-heavy verticals like EV charging.
Outcome-Based Pricing
Value-based or outcome-based pricing ties costs to specific business results—like network uptime, energy delivered, or revenue generated.
Advantages:
- Directly aligns vendor success with customer success
- Can command premium prices when demonstrating clear ROI
- Creates strong competitive differentiation
Disadvantages:
- More complex to implement and communicate
- Requires sophisticated tracking mechanisms
- May involve revenue sharing arrangements requiring transparency
Real-world example: A charging management platform might charge 2.5% of total revenue processed through their software, ensuring they only profit when the network succeeds.
Finding the Right Fit for EV Charging Networks
When determining which pricing metric works best, consider these critical factors specific to the EV charging ecosystem:
Network Size and Maturity
Emerging charging networks with fewer stations may prefer predictable per-seat models that allow for controlled growth without variable costs. According to EVBox's industry report, smaller networks (under 50 stations) typically favor fixed pricing structures.
Enterprise charging networks with established infrastructure tend to gravitate toward transaction-based or hybrid models. Data from ChargePoint shows that networks with over 100 stations typically prefer usage-based pricing tied to actual charging activity.
Software Value Proposition
The optimal pricing metric should reflect where your software delivers the most value:
- Operational platforms focused on station management and maintenance align well with per-seat pricing for administrator accounts.
- Transaction-processing systems naturally fit with per-transaction fees, often set as a percentage of charging revenue.
- Optimization software that improves charging efficiency, increases utilization, or enhances user experience can justify outcome-based pricing tied to performance improvements.
Customer Segment Considerations
Different customer segments expect different pricing approaches:
- Commercial property operators typically prefer fixed costs they can budget for annually
- Utilities and energy companies often expect value-based arrangements tied to grid services
- Public charging networks generally understand transaction-based fees similar to payment processing
Best Practices for EV Charging SaaS Pricing Strategy
Based on industry benchmarks and successful implementations, these practices can help optimize your pricing approach:
Implement Strategic Price Fences
Price fences—conditions that segment customers into different pricing tiers—are particularly effective in the EV charging industry. According to a Profitwell study, companies with at least 4 pricing tiers demonstrate 4x higher growth rates than those with a single price point.
Effective price fences for EV charging SaaS include:
- Geographic location of charging stations
- Network type (public, fleet, workplace)
- Charging power levels (Level 2 vs. DC Fast)
- Volume commitments
Consider Hybrid Models
Many successful EV charging SaaS providers use hybrid pricing that combines multiple metrics:
- Base platform fee (seat-based) + per-transaction fee
- Tiered subscription based on network size + outcome-based performance bonuses
- Core feature access at fixed rate + premium features based on usage
According to McKinsey's SaaS pricing research, hybrid models can increase customer lifetime value by 25-40% compared to single-metric approaches.
Align Discounting with Long-term Value
Enterprise pricing often involves discounting, but structure these incentives carefully:
- Offer volume discounts based on charging session commitments rather than arbitrary price cuts
- Structure multi-year contracts with built-in expansion incentives
- Use annual prepayment options to improve cash flow while providing value to customers
The Verdict: Which Model Works Best?
While every business has unique requirements, transaction-based pricing has emerged as the dominant model for EV charging network SaaS for several compelling reasons:
Natural alignment with network growth - As charging sessions increase, both the network and the software provider benefit proportionally.
Industry familiarity - Charging network operators already understand transaction fees from payment processing, making this model intuitive.
Scalability across segments - The model works equally well for small networks and enterprise operators with appropriate volume discounting.
Value demonstration - Direct connection between software costs and charging revenue makes ROI transparent.
However, the most sophisticated providers are increasingly adopting hybrid approaches. For example, ChargePoint's software platform combines a base subscription fee with transaction-based components—creating predictable base revenue while participating in customer growth.
Conclusion: Evolving With the Industry
As the EV charging industry matures, pricing models will continue to evolve. The most successful SaaS providers will adopt flexible approaches that can adapt to changing market conditions while maintaining alignment with customer success metrics.
The optimal pricing strategy balances customer acquisition with sustainable growth. By understanding the unique needs of EV charging networks and structuring your pricing to reflect genuine value delivery, you can build lasting partnerships that grow alongside the electrification revolution.
When implementing your chosen pricing metric, remember that transparency and simplicity remain crucial regardless of model. Even the most sophisticated pricing structure must be easily explainable to prospective customers who are focused primarily on building successful charging networks, not deciphering complex software pricing.