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Understanding B2B SaaS Pricing: Insights from Expert Dan Balcauski

In the world of B2B SaaS, pricing strategy is a critical component for success, and it often raises complex questions among companies. Recently, I invited Dan Balcauski, a seasoned expert in B2B SaaS pricing and Founder of the consulting firm Product Tranquility, to shed light on some of the most pressing pricing issues faced by SaaS businesses today.

Variable Pricing and Contract Minimums

One of the primary challenges SaaS companies face is how to structure variable pricing with contract minimums. Dan explained that it's crucial to align the billing period with the subscription term to avoid mismatches that could complicate financial predictability and customer satisfaction. He suggested that if companies are committed to an annual plan, they should consider offering a discount to encourage upfront payment, thereby securing cash flow early and minimizing risk.

Starting Subscription Billing Amid Implementation Costs

Another common challenge is when to initiate subscription billing, especially when a customer has already paid a substantial implementation fee. This becomes particularly contentious when there's a significant delay between paying the implementation fee and the actual deployment of the service. Dan proposed a balanced approach where the subscription billing could start no later than a set period (like 90 days), aligned with a reasonable estimate of the implementation timeline. This method ensures that the vendor doesn't bear undue risk and incentivizes quicker implementation, aligning the interests of both parties.

Dealing with Customer Frustrations Over Pricing

Handling customer frustration regarding pricing involves transparent communication and structuring deals that are perceived as fair. Dan emphasized the importance of explaining the value provided at each stage of the customer journey and ensuring that pricing structures reflect this value accurately.

Advice for Structuring On-Demand Pricing

On-demand pricing, where customers pay for the service as they use it, can present administrative challenges, particularly at scale. Dan highlighted the need for robust revenue operations systems to manage billing effectively and avoid discrepancies that can lead to customer dissatisfaction. He also discussed the potential of hybrid models, like those used in telecommunications, where customers purchase a base capacity with a premium charged for additional usage.

Competing on Pricing in a Crowded Market

When faced with competitive pressures, Dan advised focusing on the unique value your product offers rather than merely trying to undercut competitors on price. Understanding and articulating this value can differentiate your offering and justify a pricing model that might otherwise be higher than that of the competition.


Dan's insights illustrate that B2B SaaS pricing is not just about numbers but about strategic decision-making that aligns business goals with customer needs. By adopting a thoughtful approach to pricing that considers both the financial health of the provider and the perceived value among customers, companies can foster long-term relationships and sustain a competitive edge in the market.

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