B2B SaaS Pricing Models: How to Set Pricing for Business Clients

With 55% of invoices in the U.S. paid late and¹, having the right B2B SaaS pricing strategy is critical. Choosing the right model can determine customer acquisition, revenue growth, and long-term success.

In this article, we break down common B2B SaaS pricing models, explore strategies to balance value and affordability, and showcase how Wise Business simplifies financial operations for SaaS companies.

Common B2B SaaS Pricing Models

Per-User Pricing

Per-user pricing charges businesses based on the number of active users accessing the software. It’s a straightforward and scalable model, making it easy to predict costs as a company grows. However, it may not be ideal for businesses with fluctuating team sizes, as costs can rise unpredictably when new users join or drop off.
For companies with seasonal staff or dynamic usage needs, alternative models like usage-based or tiered pricing may offer more flexibility.³

Flat-Rate Pricing

Flat-rate pricing offers a single, fixed price for all features, making it easy for businesses to budget and predict costs. This simplicity appeals to companies looking for straightforward subscription pricing without surprises. However, it lacks flexibility, which can be a drawback for businesses with varying usage needs.

Companies that underutilize features may overpay, while high-usage customers might find the plan too limiting. In SaaS business models, this can sometimes hinder B2B growth, as businesses with diverse needs may seek more adaptable pricing structures. For those needing greater flexibility, enterprise pricing or usage-based models may be a better fit.³

Usage-Based Pricing

Also known as pay-as-you-go, usage-based pricing charges customers based on their actual consumption, whether it’s API calls, data usage, or transaction volume. This model ensures that businesses only pay for what they use, aligning costs directly with value.

While it offers fairness and adaptability within SaaS pricing strategies, it can make SaaS revenue unpredictable, as monthly spending fluctuates. For businesses with variable usage patterns, this model provides flexibility, but companies relying on predictable income may need hybrid pricing structures to stabilize cash flow.

In enterprise pricing, a combination of fixed fees and usage-based elements is often used to balance flexibility with revenue predictability.³

Freemium Model

The freemium model offers a free basic version of a product to attract users, while premium features are locked behind a paid plan. This strategy is highly effective for customer acquisition, allowing users to experience the product before committing financially. It plays a key role in SaaS business models, as it lowers the barrier to entry and builds a user base that can later be monetized.

Converting free users into paying customers requires a carefully managed strategy, such as offering must-have premium features, limiting usage on free plans, or using targeted upsell campaigns. If not executed well, businesses risk high user volume but low revenue conversion.²

Tiered Pricing

Tiered pricing offers multiple packages with varying features and price points, allowing businesses to cater to different customer segments and maximize revenue potential. This model gives customers flexibility, letting them choose a plan that matches their needs and budget.

However, too many options can lead to confusion and decision fatigue, making it harder for customers to select the right plan. A well-structured tiered model should balance clarity and choice, ensuring each tier offers a clear value proposition without overwhelming potential buyers.

Enterprise and Custom Plans

Enterprise pricing and custom plans offer tailored solutions for large businesses with specific needs, often involving negotiated pricing based on usage, features, and support requirements. This model allows companies to build long-term relationships with high-value clients and provide personalized service, making it a key component of SaaS business models targeting large-scale customers.

However, it requires more sales effort, as deals typically involve lengthy negotiations, custom contracts, and dedicated account management. While this approach can lead to high revenue and customer loyalty, businesses must ensure the time and resources invested in each deal justify the return.²

How to Tailor SaaS Pricing Models for B2B Success

Start by analyzing your customers needs, what features matter most, how they use your product, and their willingness to pay. Understanding these factors is essential for designing effective SaaS pricing strategies that align with customer value. Benchmark against competitors to ensure that your business pricing remains competitive while maintaining a unique value proposition that sets your offering apart.

Leverage data analytics to track customer behavior, optimize pricing structures, and identify opportunities for adjustments. Whether refining subscription pricing tiers or adapting enterprise pricing for key accounts, regular evaluation ensures your model stays aligned with customer expectations, market trends, and B2B growth objectives.

Balancing Value and Affordability

Offering flexible pricing structures ensures that both small businesses and large enterprises can find a SaaS pricing strategy that fits their needs. Transparent business pricing builds trust and credibility, helping customers feel confident in their investment while making it easier to scale.

Continuously gathering customer feedback allows businesses to refine their offerings, adjust pricing based on real usage patterns, and ensure that each plan delivers genuine value. A well-balanced pricing strategy keeps customers satisfied while driving growth.

Negotiation Strategies

B2B pricing often involves negotiation, making it essential to craft deals that benefit both parties while protecting long-term revenue.

Offering discounts for long-term commitments or bulk purchases incentivizes clients to sign larger or extended contracts, improving retention and cash flow. This approach is commonly used in enterprise pricing and subscription pricing models to drive customer loyalty and predictable revenue. Emphasizing ROI helps justify premium pricing by demonstrating tangible business value, such as increased efficiency, cost savings, or revenue growth.

For enterprise clients with unique needs, providing tailored solutions, whether through custom features, dedicated support, or flexible payment terms, can strengthen relationships and secure high-value deals.⁴

Currency Options for International Business Clients

Multi-currency billing simplifies international payments by allowing clients to pay in their preferred currency, reducing friction in the buying process. Wise Business provides businesses with the ability to receive payments in multiple currencies, helping to minimize exchange rate risks and unnecessary conversion fees.

With real-time currency conversion at mid-market rates, businesses can avoid hidden fees and unfavorable exchange rates, ensuring transparent and cost-effective global transactions. A strong multi-currency strategy makes it easier to scale internationally while keeping payment processes seamless and efficient.

How B2B SaaS Pricing Differs from B2C

Key Characteristics of B2B Customers

B2B customers operate differently from individual consumers, requiring SaaS pricing strategies and a sales approach that align with their unique decision-making process. Unlike standard subscription pricing, B2B deals often involve enterprise pricing structures tailored to the needs of larger organizations.

Longer sales cycles are common, as purchases typically involve multiple stakeholders, approvals, and negotiations before a deal is finalized. This means businesses must invest in relationship-building and consultative selling to close deals successfully. Optimizing business pricing to balance flexibility with profitability is key in these extended engagements.

Higher contract values reflect the complexity and scale of SaaS business models serving enterprise clients. Companies often require customizable solutions, integrations, and dedicated support, justifying premium pricing structures and long-term commitments that drive SaaS revenue growth.

Discover Wise Business: The Smart Way to Manage International SaaS Transactions

Wise is not a bank, but a Money Services Business (MSB) provider and a smart alternative to banks. The Wise Business account is designed with international business in mind, and makes it easy to send, hold, and manage business funds in 40+ currencies. You can get major currency account details for a one-off fee to receive overseas payments like a local. You can also send money to 140+ countries.

With no monthly fees or hidden charges, businesses only pay for what they use. Payments are processed at the mid-market exchange rate, eliminating unnecessary FX markups. Local account numbers allow businesses to receive payments like a local, reducing conversion fees and improving cash flow. Integration with accounting software such as QuickBooks Xero ensures smooth bookkeeping, keeping financial records accurate and up to date.

By leveraging Wise Business, B2B SaaS companies can optimize their pricing models while efficiently managing multi-currency payments, helping them scale globally with confidence.

Sources:
¹https://clockify.me/late-invoice-statistics
²https://www.fenerum.com/sv-SE/blog/4-b2b-saas-pricing-models/
³https://upflow.io/blog/saas-finance/saas-pricing-models
⁴https://www.designwithvalue.com/b2b-and-b2c-saas-differences
All sources checked March 2025