Is Your Pricing Strategy Holding Back Growth?
Let’s address a hidden growth lever in B2B SaaS: pricing strategy.
Across the many companies we’ve worked with, the most common pricing “strategy” is to price a bit lower than the industry leader. But here’s the reality—this shortcut approach can hurt long-term profitability, brand perception, and customer loyalty. A thoughtful pricing strategy, however, can boost all three.
To highlight how little thought goes into B2B SaaS pricing, Paddle found “that companies only spend 6 hours on their pricing strategy in the entire history of their business.”
Here’s why “a little cheaper” isn’t a winning approach and why CEOs should rethink their pricing model:
It misses the mark on prospect needs.Prospects may share similar goals, but their specific needs and priorities differ. Some value integration, others prioritize ease of use, and some want customization. When pricing doesn’t reflect these distinctions, it can turn prospects away or attract the wrong customers.
It erases your differentiation.If your only advantage is being slightly cheaper, you’re not giving prospects a reason to choose you. Pricing should reflect your product’s unique strengths, not just its position relative to a competitor.
It devalues your product.You’ve invested in building a valuable product; pricing it as “the discount option” downplays that value. Discounted pricing signals to the market that your product is second-rate, undermining your efforts to establish a premium or differentiated brand.
It insures prospects will choose the market leaderIf prospects see you only as “a cheaper alternative,” they will go with the leader unless savings are substantial. Real differentiation is about adding value, not shaving off dollars.
It ignores switching costs and perceived risk.Challenger brands face significant barriers with switching costs and perceived risk. Simply mirroring the leader’s price doesn’t address these concerns. Pricing strategies that consider these barriers can help gain customer trust and convert more effectively.
To build a more effective pricing strategy, involve your marketing, finance, product, and sales teams in the conversation. As part of the process, make sure to address these three areas:
Customer Needs: Use insights from marketing to understand what each customer segment values most and build pricing tiers or options that cater to those specific needs.
Differentiation: Highlight your unique strengths and position your pricing as a reflection of that value. Your pricing should tell a story about your brand and stand out against competitors.
Brand Integrity: Maintain consistent pricing that supports your brand image. A well-respected brand builds trust, and price integrity is essential for sustaining that reputation over time.
If you haven’t revisited your pricing strategy in the past year, consider holding a cross-functional pricing audit with finance, marketing, product, and sales. This audit can help you identify where your pricing may be misaligned with customer value and where opportunities exist to communicate your differentiation and reinforce your brand.
Pricing is more than a number—it’s a strategic reflection of your brand and product value. Bring in marketing, shape your pricing around value, and avoid the trap of “a little cheaper.” Your customers, brand, and bottom line will thank you.