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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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Based on our saas pricing book, Price to Scale, the preferred approach for enterprise customers with extensive customization needs is to lean toward a modular pricing strategy rather than a one-size-fits-all “good–better–best” tiering.
Here’s how you can structure it:
• Use a Modular Framework – Rather than bundling all features into fixed packages, break your offering down into distinct, value-attributed modules. This lets you price each component based on the specific value it delivers. For enterprise customers who need custom configurations, this flexibility enables them to mix and match features according to their unique requirements.
• Customize Based on Value – With modular pricing, you can better align the cost with the actual business value your customized features or capabilities provide. This is particularly important when standard packages wouldn’t accurately reflect the added value or the complexity of the implementation.
• Leave Room for Sales Consultation – Given the complexity of enterprise deals, it can be effective to publish a summary of your base pricing while leaving the detailed customization—and the resulting pricing discussion—to your sales team. This ensures you address each customer’s situation with a tailored proposal rather than using rigid, pre-defined tiers.
In summary, for enterprise customers needing extensive customization, our book recommends moving away from rigid tiered models and embracing a modular pricing approach that enables precise alignment of price with value. This not only improves deal fit but also supports richer conversations during the sales process.