Let’s be honest — most SaaS pricing pages are an afterthought.
They’re designed once, debated endlessly, and rarely updated. Yet pricing is among the few levers directly impacting your top and bottom line. Done right, it can unlock outsized growth. Done wrong, it quietly bleeds revenue.
Across the board—from scrappy startups to established SaaS leaders like Microsoft, Salesforce and Atlassian—one mistake shows up repeatedly: treating pricing like a finance task instead of a strategic growth lever.
Common Pricing Pitfalls in SaaS
- Pricing is based on features, not outcomes
- Offering one-size-fits-all packages to wildly different buyer personas
- Failing to adjust pricing as the product evolves
- Grandfathering customers forever out of fear
Sound familiar?
A Better Way to Think About Pricing
Great SaaS companies don’t guess. They align their pricing model with how their best customers perceive value. That often means:
- Choosing the right value metric (not always seats!)
- Building for expansion (think usage-based or hybrid pricing)
- Updating pricing regularly based on data, not gut instinct
- Having a cross-functional pricing committee — yes, it’s a thing — to test, learn, and evolve (see a sample pricing committee agenda below)
The best part? You don’t need to overhaul your model to see the impact completely.
Sometimes, a few clever packaging tweaks or anchoring strategies can increase average deal size, shorten sales cycles, or drastically reduce churn.
For example, by analyzing usage data, one company realized that their highest-value customers barely used features in the “Pro” tier — but heavily relied on tools buried in the entry-level plan. They rebuilt their packaging around actual usage patterns and tailored the value props to better serve their ideal customer profile (ICP). That one change — more innovative packaging — led to a 15% conversion rate and ARR lift: small move, big outcome.
Pricing Is a Product Strategy
If pricing hasn’t been re-evaluated in the past year, now’s the time. Because pricing isn’t just about what’s charged — it’s about who the company is building for, how it grows, and how it wins.
And in SaaS, where acquisition costs are rising, and retention is king, pricing is your untapped growth engine.
Need some real-world examples of how to update your pricing page?
Check out CEO Marcos Rivera do a pricing page teardown on:
