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Pricing Strategies for SaaS Startups in Uncertain Times.

Learn How to Set Effective Prices and Boost Revenue in a Volatile Business Environment.

As a SaaS startup, pricing your product/access to your platform is one of the most critical decisions you'll make. However, in a volatile business environment, it can be challenging to set prices that will be both effective and competitive.

It is no big secret that when times get tough and budgets get tighter, folks tend to take a panoramic approach toward cost-cutting. This is just the human brain's natural response to scarcity and uncertainty.

So, as the founder of a Software-as-a-service (SaaS) outfit, how do you remain competitive in a tough economic climate?

In this article, we'll explore pricing strategies that SaaS startups can use to boost revenue in uncertain times, supported by statistical data and a case study.

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Breakdown of Various Types of Pricing

SaaS startups can choose from various pricing strategies, including flat rate pricing, tiered pricing, usage-based pricing, and value-based pricing. Each strategy has its own advantages and disadvantages, and it's essential to choose the right one for your business.

According to a study by McKinsey & Company, pricing is one of the most powerful levers for boosting profits. By choosing the right pricing strategy, SaaS startups can increase revenue and improve their bottom line.

Offer Reduced Pricing with Limited Customer Support

Another pricing strategy that SaaS startups can use is offering reduced pricing with limited customer support. This approach can help attract price-sensitive customers while still maintaining a profit margin.

In these scenarios, users will have access to the full spectrum of features your platform has to offer but would have to pay an extra cost to access live customer support. I would highly recommend that before you embark on executing such a strategy, that you ensure that you provide all users with a robust self-serve customer support regime.

According to a study by Salesforce, 73% of customers say that the quality of customer service is an essential factor in their purchasing decisions. By offering limited customer support, SaaS startups can still attract customers who value price over extensive customer service.

Offer Rebates the Longer a Subscriber Stays Active

Another pricing strategy that SaaS startups can use is offering rebates the longer a subscriber stays active. This approach can help incentivize customers to stay with your product long-term and improve customer retention rates.

According to a study by Bain & Company, increasing customer retention rates by just 5% can increase profits by 25% to 95%. By using rebates to incentivize customer retention, SaaS startups can increase revenue and improve long-term business success.

Use Platforms Like Stripe or Plaid to Offer Loans and Other Banking Services

SaaS startups can also use platforms like Stripe or Plaid to offer loans and other banking services to their customers. This approach can help provide additional value to customers while also generating additional revenue streams for your business.

According to a study by Statista, the global fintech market is expected to reach $460 billion by 2025. By leveraging fintech platforms to offer additional services, SaaS startups can tap into a growing market and increase revenue.


Case Study:

One example of a SaaS startup that has used effective pricing strategies is

Slack offers both a free version of its product and paid versions with additional features and functionality. The company also uses tiered pricing, with pricing based on the number of users.

According to a study by TechCrunch, Slack has over 12 million daily active users and generates over $630 million in annual revenue. By using a combination of pricing strategies, Slack has been able to successfully grow its user base and increase revenue.


In conclusion, SaaS startups can use a range of pricing strategies to boost revenue and improve long-term business success. By choosing the right pricing strategy for your business, you can attract customers, increase retention rates, and improve profitability.



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