.png)
Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
There is no one-size-fits-all "best" pricing strategy for B2B SaaS, as the optimal approach depends on your specific business model, target market, and growth objectives. However, our experience working with numerous B2B SaaS companies has revealed several effective strategies:
Strategic Alignment
Your pricing model should align with your go-to-market (GTM) strategy. For example, with an IT infrastructure management software company, we helped align their pricing with an enterprise-focused GTM strategy designed for high average selling price (ASP) solution sales.
Effective Pricing Models
Several pricing approaches have proven successful in the B2B SaaS space:
Tiered Package Pricing: Creating thoughtfully designed packages with clear feature differentiation. In one case study, we helped rationalize four packages to just two, with remapped feature-sets that better aligned with customer needs.
Hybrid Pricing Models: Combining multiple pricing components often yields the best results:
- Usage-Based + Platform Fee: This model provides baseline revenue stability while allowing you to capture value from high-usage customers. For a digital communications SaaS leader, we implemented usage-based pricing ($/voice minute and $/message) with platform fee guardrails to prevent revenue reduction.
- Value-Based Metrics: Tying pricing to metrics that correlate with customer value creation. For instance, we guided an infrastructure company to create a combination pricing metric based on both users and customer company revenue.
Implementation Considerations
When implementing a new pricing strategy:
- Customer Acceptance Testing: Validate pricing changes with customers before full rollout
- GTM System Alignment: Ensure your product metering, billing, CPQ, and sales compensation systems all support your pricing model
- Sales Enablement: Develop pricing calculators and training materials to ensure organizational alignment
What to Avoid
Avoid relying solely on expensive standard methods like high-cost conjoint analysis ($150k+), which can be particularly difficult to apply effectively in Enterprise B2B settings.
The most successful B2B SaaS pricing strategies balance value capture with customer acceptance and operational feasibility, while providing clear paths for upsells and expansion revenue.