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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 recommendation is to handle enterprise pricing inquiries predominantly through your sales team rather than creating a separate enterprise pricing page. Here’s why:
• Enterprise customers typically require more flexibility and customization than can be easily communicated on a static pricing page. They often need specific Enterprise License Agreement options, tailored discounting, and flexible product entitlements that are best discussed in a personalized sales conversation.
• Our book emphasizes that while commercial customers appreciate straightforward, plug-and-play pricing pages that expedite the transaction, enterprise customers have more complex needs that lend themselves to a consultative approach. The complexity and nuances of enterprise requirements mean that a “one-size-fits-all” page often falls short.
• Additionally, our analysis in Price to Scale points out that many truly enterprise-focused companies opt out of using public pricing pages for enterprise solutions, which may be due to the inherent self-selection bias in such pages. Instead, enterprise pricing is handled effectively through direct interactions that can account for customer-specific context.
In summary, for enterprises:
• Use your sales team to handle inquiries.
• Engage in customized conversations that address their unique licensing, discounting, and product flexibility needs.
• Reserve static pricing pages mainly for commercial customers who benefit from quick, transparent pricing.
This approach ensures that the complexity of enterprise purchasing is managed appropriately, aligning with the methodology outlined in Price to Scale.