How can we make our pricing page or sales materials appeal to both SMB and enterprise customers? For example, do we explicitly say “Contact us for enterprise pricing” to signal larger offerings while not scaring off smaller customers with big numbers?

Based on our saas pricing book, Price to Scale, a balanced approach works best when targeting both SMB and enterprise customers. Here are some best practices drawn from our discussions in the book:

• Segment your display:
– For SMB customers, present clear, fully detailed pricing tiers that speak directly to their use case and budget.
– For the enterprise segment, it is acceptable—and often preferable—to use a message like “Contact us for enterprise pricing.” This signals that custom, high-value solutions exist without scaring off smaller buyers with large numbers.

• Communicate value and differentiation:
– Use your pricing page and sales materials to highlight the unique benefits for each segment. Show explicit value for enterprise customers (which might include premium features, dedicated support, or customization) without muddling the straightforward SMB packages.
– Consider summarizing enterprise pricing with starting ranges or mentioning that pricing becomes more tailored at larger usage levels, allowing you to avoid overwhelming smaller prospects.

• Offer a guided path:
– You might include a call-to-action (CTA) for enterprise pricing that directs interested parties to a dedicated sales conversation where you can discuss detailed requirements and custom pricing solutions.
– As discussed in Price to Scale, even a summarized view on your public pricing page can serve as a lead source by prompting high-value prospects to reach out.

In summary, explicitly indicating “Contact us for enterprise pricing” is an effective way to signal a larger offering while keeping your main pricing page accessible to SMB customers. Your goal should be to segment the messaging so each customer feels like the pricing page speaks directly to their needs. This balanced approach can help you capture both market segments without risking confusion or overwhelming one group with information intended for the other.