How we priced our SaaS (and what we got wrong)

When we launched, our pricing page had one plan and a free tier. It felt generous. It also meant most of our signups never paid a cent, and the ones who did were the ones who needed the most support.

So we did what every founder does. We opened a spreadsheet and started guessing.

Mistake one: pricing on usage nobody understood

Our first paid plans were based on pageviews. On paper it scaled with value. In practice, customers had no idea how many pageviews they would get, so every plan felt like a gamble.

If a customer has to do math to pick a plan, they will pick no plan.

We switched to feature based tiers. Each plan answers one question: what do you need to do?

Mistake two: hiding the yearly option

Yearly billing was a tiny link under the plans. Moving it into a toggle at the top was the single smallest change with the biggest effect.

• Show the toggle above the plans, not below
• Show the saving as months free, not a percentage
• Keep the default on monthly so nobody feels tricked

What we would do again

Talk to ten customers before touching the pricing page. Every good change we made came from a call, not a spreadsheet.

plans: Lite, Pro, Plus
billing: monthly (default), yearly (2 months free)