SaaS Pricing Benchmarks
Data from 100+ SaaS companies across 10 categories. Use these benchmarks to price your product competitively.
Key Findings
Most B2B SaaS products land between $25-45/user/month. Below $15 signals commodity. Above $100 requires enterprise sales.
55% of SaaS products offer 14-day trials. 7 days works for simple products. 30 days for complex enterprise tools.
Per-seat remains dominant but usage-based is growing 3x faster. Consider hybrid models for flexibility.
Standard annual discount is 16-20% (2 months free). Higher discounts hurt LTV. Lower discounts reduce adoption.
Freemium dominates dev tools and design. Less common in enterprise where free users drain support resources.
Most successful SaaS offers 3 tiers. Fewer limits upsell. More causes decision paralysis.
Average Pricing by Category
Monthly per-user pricing for starter/professional tiers (not enterprise).
| Category | Avg Price | Median | Free Trial | Freemium | Examples |
|---|---|---|---|---|---|
| Project Management | $12 | $10 | 78% | 45% | Asana, Monday, ClickUp |
| CRM | $45 | $35 | 85% | 35% | HubSpot, Salesforce, Pipedrive |
| Email Marketing | $35 | $25 | 65% | 55% | Mailchimp, ConvertKit, Klaviyo |
| Analytics | $75 | $50 | 70% | 60% | Mixpanel, Amplitude, Heap |
| Design Tools | $15 | $12 | 90% | 70% | Figma, Canva, Adobe XD |
| Developer Tools | $20 | $15 | 60% | 80% | GitHub, Vercel, Railway |
| Customer Support | $35 | $29 | 80% | 40% | Intercom, Zendesk, Freshdesk |
| HR/Recruiting | $55 | $40 | 75% | 25% | Greenhouse, Lever, BambooHR |
| Accounting | $30 | $25 | 90% | 30% | QuickBooks, Xero, FreshBooks |
| Video/Meetings | $18 | $15 | 70% | 85% | Zoom, Loom, Riverside |
Price Distribution
Pricing Model Distribution
How SaaS companies structure their pricing.
Price per user/seat
Feature-based tiers
Pay for what you use
Single price for all
Base + usage/seats
Free Trial Benchmarks
Trial Length Distribution
Trial Best Practices
- 14 days is the sweet spot for most products. Long enough to evaluate, short enough to create urgency.
- Credit card upfront increases trial-to-paid conversion 2x but reduces trial signups by 50%.
- Product-led growth companies trend toward longer trials (30 days) with no card required.
- Enterprise products often skip trials entirely in favor of demos and POCs.
Discount Strategies
Annual Billing Discount
Average discount for annual payment
Range: 15-25%Startup Programs
of SaaS offer startup discounts
Typically 50-90% off for 1-2 yearsNonprofit Discounts
of SaaS offer nonprofit pricing
Typically 20-50% offPricing Recommendations
Early Stage (<$1M ARR)
- Start with 2-3 tiers maximum
- Price 10-20% below established competitors
- Offer generous trial (14-30 days, no card)
- Annual discount of 20% (2 months free)
- Be willing to negotiate—every customer teaches you
Growth Stage ($1-10M ARR)
- Add enterprise tier with custom pricing
- Test price increases on new customers
- Introduce usage-based components for expansion
- Require card for trials to improve lead quality
- Implement startup and nonprofit programs
Scale Stage (>$10M ARR)
- Localized pricing for international markets
- Volume discounts for large deployments
- Multi-year contract incentives
- Product-led and sales-led tiers
- Regular pricing audits (annually)
Methodology
This report analyzes publicly available pricing data from 100+ SaaS companies across 10 categories. Data collected from pricing pages, G2 reviews, and company announcements between January 2024 and January 2025. Enterprise pricing and custom quotes are excluded from averages. All prices in USD.
Limitations: Public pricing often differs from negotiated rates. Enterprise deals typically include 20-40% discounts not reflected here. Category boundaries are subjective for multi-product companies.