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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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Looking at the information provided by the decktool, I want to give you a more comprehensive answer about determining features for pricing tiers.
To decide what features to include in each pricing tier, you should follow a strategic approach that balances customer value with your business objectives.
First, organize your features into three categories:
- Core features that all customers need
- Value-add features that specific segments will pay more for
- Premium features that justify higher price points
The key is to create meaningful differentiation between tiers while ensuring each tier provides complete value to its target segment. This means lower tiers should still feel complete and valuable, not "crippled" versions of your product.
When packaging features across tiers, consider these principles:
- Align with customer segmentation and needs
- Create clear value progression across tiers
- Focus on usage limitations and feature access that match segment requirements
- Ensure each tier has a distinct value proposition
Effective tier design requires understanding both customer willingness-to-pay and the perceived value of each feature. Through proper research and testing, you can identify which features drive the most value for different customer segments.
Remember that your pricing tiers should reflect your overall product strategy and market positioning. The goal is to guide customers to the right tier for their needs while creating opportunities for expansion revenue.