How to Price a SaaS for Your First Customers

The math of price

Start from the cost of the problem

If your product saves ten hours a month, what is that worth to them? Price at a small share of that.

Test it with real people

Quote the price on the call. If everyone agrees at once, it is probably too low. If everyone balks, it may be too high or the value is unclear.

Keep it simple

One or two plans at first. You can add more once you know who buys.

A worked example

A tool saves a small team about eight hours a month. At a modest hourly cost, that is worth several hundred dollars. The founder tries $99 a month on the first five calls. Four say yes without pause, so she tests $149 on the next five. Three say yes. She keeps $149 and tells the next customers it will rise later.

Common mistakes

• Pricing low to avoid hearing no.
• Building six plans before you have six kinds of customer.
• Giving long free pilots that never turn into a decision.
• Hiding the price until the end of the call.

Where Touchbase fits

Touchbase finds companies that fit what you sell, says why each one fits, writes a plain first email for each that you approve before anything is sent, and handles replies and follow-ups. You choose who to write to and what goes out.