5 SaaS Pricing Strategies That Will Boost Your Revenue in 2026

About this video

Martell argues most founders undercharge, recalling a mentor who said a buyer of your business would first change your pricing. He presents five strategies that need no new product. First, a Van Westendorp survey to learn willingness to pay, price sensitivity, feature ranking and preferred buying models — one client learned customers actually preferred per-seat pricing over his simple all-inclusive price. Second, histogram analysis of feature usage from database or accounting reports to find natural breakpoints: his client Mark found only enterprise clients used a Salesforce integration, so it was moved to the top tier, while another firm made a QuickBooks integration a $20-a-month add-on at any tier. Third, tiered pricing with at least three tiers to anchor the top price, let smaller customers enter, and pull them forward at caps such as three seats. Fourth, a value metric: outcome-based, like Darryl’s FlexPay charging a percent of credit-card decline recovery above a baseline, or functional, based on seats, contacts or storage. Fifth, upsells and cross-sells of partner products — Bob’s consignment-shop software at about $3,000 a year could add partner offers and keep 30 to 50 percent, in his example — which he calls monetizing the sawdust, including event sponsorships and Vidyard’s deal via ExactTarget. He promotes his FITT Pricing Scorecard, claiming it has helped clients add $200 million in recurring revenue.

Key takeaways

• Run a Van Westendorp survey before guessing pricing — it reveals willingness to pay, price sensitivity, valued features, and whether buyers prefer per-seat or other models.
• Do a histogram analysis of actual feature usage: move enterprise-only features like a Salesforce integration to the top tier, and make broadly wanted integrations paid add-ons.
• Use at least three pricing tiers to price-anchor the top, offer an approachable entry point, and design caps (e.g. seats or contacts) that naturally pull growing customers upward.
• Pick a value metric that scales with value: outcome-based (a share of recovered revenue above baseline) or functional (seats, contacts, storage), aligning revenue with cost.
• Upsell and cross-sell partner products your buyer must buy anyway — Martell says you can often keep 30-50% while the partner fulfils, and calls this monetizing the sawdust.

Episode details: published January 16, 2023 · 15:20 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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