SaaS Pricing Calculator

Flat rate: One price for all customers. Simple to communicate and sell. ChurnWard uses flat-rate pricing at $29/month because the value proposition is clear and predictable. The downside is that you can't capture more value from larger customers without adding tiers.

Per-seat: Price scales with the number of users. Slack, Notion, and most collaboration tools use this model. It works well when every additional user gets clear value from the product. It can backfire if teams start sharing logins to cut costs.

Usage-based: Customers pay for what they consume. Twilio, AWS, and Stripe all use variations of this. It aligns cost with value, but makes revenue harder to predict. Your MRR fluctuates month to month.

Freemium: A free tier converts users into paying customers over time. Figma, Loom, and Calendly have made this work at scale. The challenge is that most free users never convert. PLG companies typically see 2-5% conversion rates, which means you need a large volume of sign-ups.

Most SaaS companies end up with a hybrid. A free trial or freemium tier feeds the top of the funnel, per-seat or usage-based pricing captures value as customers grow, and enterprise plans add custom pricing at the top end.

Pricing clusters by market segment. There's no single "right" price.

Indie and bootstrapped ($9-49/mo): Products targeting individual users or very small teams. Competition is fierce at this tier, so you need volume. An MRR calculator can help you model how many customers you need at each price point.

SMB ($49-299/mo): The sweet spot for most B2B SaaS. Customers at this tier expect self-serve onboarding and responsive support, but you won't need a full sales team.

Mid-market and enterprise ($299+/mo): Longer sales cycles, but higher lifetime value. You'll need sales demos, custom integrations, and dedicated account management.

In practice, conversion rates vary just as much as price. A PLG product at $29/month converting 3% of free users will hit $10,000 MRR with very different economics than a sales-led product at $199/month converting 20% of qualified leads. Neither approach is inherently better. The right one depends on your product, audience, and go-to-market motion.