Pricing Strategy Template for Product Strategy

At minimum, once per year. Revisit sooner if you launch a significant new feature (AI, platform, marketplace), enter a new market segment, or see win/loss data showing pricing as a top deal-blocker. Most SaaS companies wait too long between pricing reviews. The [Product Strategy Handbook](/strategy-guide) covers how pricing reviews fit into annual planning cycles.

It depends on your go-to-market motion. Free tiers work best for [product-led growth](/plg-guide) companies where the product sells itself and expansion happens organically. Free trials work best for sales-led companies where a human closes the deal. If your product requires onboarding or configuration, a guided trial with a time limit may convert better than a limited free tier.

Enterprise pricing should be custom and negotiated. The published tiers set the anchor. Enterprise deals typically include volume discounts, custom SLAs, dedicated support, SSO/SAML, and multi-year commitments. Your pricing template should define the starting point for enterprise negotiation, not the final price.

Three to four tiers plus enterprise is the standard for B2B SaaS. Fewer than three does not capture different segments. More than four creates decision paralysis. Each tier should have a clear target buyer and a compelling reason to upgrade from the tier below. If you cannot articulate the upgrade trigger in one sentence, you have too many tiers.

Track four metrics: new customer ACV (average contract value), net revenue retention, trial-to-paid conversion rate, and win rate on competitive deals. Measure each for 90 days before and after the change, controlling for seasonality. A successful pricing change improves ACV and NRR without significantly degrading conversion or win rate. ---