Should we list an “Enterprise” tier on our pricing page with custom pricing, or just handle enterprise deals privately on a case-by-case basis?

Based on our book Price to Scale, a common practice is to signal that you offer enterprise pricing without necessarily disclosing full details on the public pricing page. Here’s a breakdown of the approach recommended in our pricing strategy book:

• Many companies choose to list their standard or Good/Better/Best packages publicly and then include a note (often something like “Enterprise: Custom pricing – Contact us”) for larger, more complex deals. This approach acknowledges that enterprise deals almost always involve bespoke solutions and substantial discounting (sometimes up to 80%, as discussed in our book).

• By briefly indicating that enterprise-level solutions exist, you generate leads and manage expectations while preserving the flexibility needed to tailor deals on a case-by-case basis. This protects your negotiation process and allows you to address the specific requirements of larger customers privately.

• Alternatively, some companies opt to keep enterprise pricing completely off the pricing page and handle those inquiries directly through your sales team. This method may work well if you want to avoid any public disclosure of potentially sensitive pricing details, particularly when the enterprise deal structure requires a high degree of customization.

In summary, our book Price to Scale suggests that while both approaches have merit, it is common and practical to list an “Enterprise” tier with a notation of custom pricing on your pricing page. This strikes a balance between transparency and the need for tailored, private negotiations for larger customers.