Pricing is one of the most powerful levers a software company has, and one of the least revisited. The model you choose sends signals about value and determines how revenue grows with customers.
Per-seat pricing
Simple to understand and forecast, but it can discourage wider adoption inside a customer’s organisation.
Usage-based pricing
Revenue grows naturally with customer success, though it makes forecasting harder for both sides.
Outcome-based pricing
Charging for results aligns incentives closely but requires outcomes that can be measured and attributed fairly.
Key takeaways
- Per-seat pricing
- Usage-based pricing
- Outcome-based pricing
