59. What Makes For a Good SaaS Pricing Page? A few thoughts at least — mainly about what to copy from the big leaders, and what to maybe not copy from them: • The stronger the brand, the more complex the pricing page can be. So yes, copy Salesforce, Twilio, Slack, and other iconic leaders. But bear in mind their brands make them a default choice. That means their prospects will be more patient with complex pricing. But your prospects may just move on if the pricing page makes it seem too … hard. • Familiarity in your pricing schema is key to maximizing sales velocities with less well-known vendors. Innovation is great … just often not on pricing. At least not in the early days. Prospects need context. Copy someone’s pricing page and style that your prospects often already have purchased. That will give them context. • “Editions” are super helpful when you sell to customers of varying sizes (i.e., S, M and L). Big companies intuitively know they “want” the Enterprise Edition. So add one. We’ve all bought 50–100+ apps now. We know which segment we are at this point. • Be thoughtful on non-transparent pricing. It works, but it also has a cost. Yes, “Contact Me” can work well in the enterprise and for larger deals. But it will turn off many smaller prospects. Err on the side of transparent pricing, at least until you have experience and data to suggest you should move away from it. 90% of the time, transparent pricing just takes friction out of a transactional / short sales process. Or put differently, perhaps use transactional pricing for any customer segment than can close in 30 days or less. More here: Turns Out, 85% of the World Likes “Contact Me”. Even Though You Don’t. | SaaStr • It’s OK to leave money on the table in the early days. In the early days, you want to close every possible lead. Later, what will matter more is closing the most revenue from the leads you do have. Those imply very different strategies. • Anchoring high works, but you have to go all-in to make it work. SAASTR.COM 56