Introduction

Most SaaS companies set prices without knowing what truly works. These 8 pricing lessons show what really moves the needle in B2B.

What's the problem it solves?

Many SaaS companies struggle with pricing because they either focus on the wrong things or guess without proof. This article breaks down what actually impacts demand and sales so companies can price better, win more customers, and stop losing money.

Quick Summary

Pricing in B2B SaaS isn't just about picking numbers. It's about having a strong offer, understanding your customer’s pain, and clearly showing the value of what you're selling. If your offer is weak, even a perfect price won’t help. But if people really want what you offer, they’re usually willing to pay more than you expect.

A good pricing page matters just as much as the price itself. You should test how it’s shown, in what order, and how well it answers your buyers’ questions. Also, avoid being the cheap option or offering discounts that hurt your brand. Instead, make smaller offers or versions that fit tighter budgets. The real win comes from having pricing that matches value, speaks to the right customer, and supports business growth.

Key Takeaways from the article

• Strong offers matter more than low prices
• People buy based on want, not just cost
• What your product is seen as affects how much it’s worth
• Let users feel the pain before selling them the fix
• A clear, well-tested pricing page can boost signups
• Show the best plan first to use loss aversion to your advantage
• Cheap pricing attracts the wrong buyers and shrinks profits
• Avoid discounts; instead, create smaller, separate offers for lower budgets

‍