SaaS Pricing Strategy: How to Find the Price Point That Maximizes Revenue
Pricing is the most impactful lever in SaaS and the least tested. Here's the framework for pricing research, testing, and optimization.
A 1% improvement in pricing produces more revenue than a 1% improvement in any other metric: acquisition, retention, or expansion. Yet most SaaS companies set their price once and never revisit it.
The pricing framework covers three phases: research (Van Westendorp surveys, competitor analysis, value metric identification), structure (per-seat vs. usage-based vs. flat rate, tier design, feature gating), and optimization (price testing, packaging experiments, annual vs. monthly discounting).
Find the revenue leaks before they compound
Weekly: pipeline gaps, conversion drop-offs, and retention signals that show exactly where money is leaving.
We'll walk through each phase with examples from B2B SaaS companies at different stages. The Van Westendorp survey alone provides remarkable clarity on price sensitivity, and we'll share the exact survey template and analysis method.
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