.png)
Estd 4.22.2023
Below is a structured approach to pricing an enterprise white-label solution, drawing on recommendations from our SaaS pricing strategy book, Price to Scale:
Direct Value Attribution
Enterprise customers opting for a white-label version derive additional value—in branding, customization, and customer experience. As discussed in Price to Scale, it’s crucial to separately identify and price these extra capabilities rather than bundling them into the base product.Modular and Capability-Based Pricing
Our book outlines modular pricing where you can price different features or capabilities as add-ons. In the case of white labeling, treat it as an extra module. This means you’d have:
A base price for the core enterprise functionalities
An additional premium (a set fee or even a consumption-based fee) for the white-label customization
This separation ensures that you capture the incremental value white labeling provides, and it allows for flexibility in negotiations with enterprise customers.
Customization and Cost Considerations
Because white labeling often involves extra services such as design work, integration support, and potentially ongoing customization, structure your pricing to cover both one-time setup costs and recurring premium fees. This makes the deal more transparent and ensures your costs—both in service delivery and support—are appropriately priced.Contractual Tailoring
With enterprise customers, deal size and deal velocity often require customization. While a modular approach offers structure, be prepared to adjust pricing based on contract size, commitment duration, and usage growth. This customization is in line with enterprise pricing recommendations outlined in our book.
In summary, for enterprise white labeling, Price to Scale recommends a pricing model that starts with a base enterprise price and adds a modular, value-based premium for white labeling. This ensures you clearly communicate the additional value and cover the extra services provided while remaining flexible for large-scale enterprise contracts.