Your ‘Pro’ and ‘Enterprise’ Plans Aren’t Gonna Cut It

I audited a B2B Tech SaaS recently, and the client loved my pricing strategy.

So today’s issue is not a teardown but about a strategy.

Pricing Strategy, that could make or break your MRR.

Most SaaS pricing pages are built backwards.

They start with features. Add a few vague tiers. Then slap on “Pro” and “Enterprise” and pray it converts.

Here’s the problem:

This B2B product I am talking about, it sold to hospitals, fintech, and logistics teams. Not exactly impulse buyers.

What worked?
Segmenting Ideal Customers by Revenue — not persona.

This becomes a Psychological way to tell them they have the money to buy this service that will make their life better.

Let me explain.

Step 1: Buyers Think in Money, Not Features

Pricing tiers like “Free / Growth / Scale” mean nothing unless they align with how the buyer sees themselves.

So I broke it down by annual revenue:

<$500K/year — The Bootstrapped Buyer

• Cash-strapped, DIY-driven

• Doesn’t care about fancy dashboards

• Needs instant ROI or bounces

$500K–$5M/year — The Ops-Led Buyer

• Lean teams, early hires

• Values stability + simplicity

• Wants to reduce chaos, not add more tools

$5M+ — The Risk-Averse Buyer

• Big teams, big expectations

• Care about compliance, support, SLAs

• Doesn’t flinch at price — flinches at regret

The takeaway?

Step 2: Speak to Their Real Questions

I threw out the usual “Starter / Pro / Enterprise” label garbage.

Instead, I rewrote the plan sections like this:

Bootstrapped Plan

• Pitch: “Get set up in minutes, no dev needed.”

• Trust builder: “Used by 1-person teams and indie hackers.”

• Outcome framing: “Save 10+ hours/week managing traffic.”

Mid-Tier Plan

• Pitch: “Scale performance, not complexity.”

• Trust builder: Logos from ops-led SaaS teams

• Outcome framing: “Reduce downtime, increase visibility.”

Enterprise Plan

• Pitch: “Engineered for industries where seconds cost millions.”

• Trust builder: SLAs, ISO badges, healthcare & finance case studies

• Outcome framing: “Make IT look good in the boardroom.”

Each plan was designed like a direct conversation with that type of buyer.

Step 3: Make the Page Make Sense

Once the messaging matched the ICPs, I redesigned the pricing page to be a decision tool, not just a menu.

I added:

• “Best for you if…” blurbs above every plans

• Feature-to-outcome translation (not “24/7 support” — say “Never panic at 2am again”)

• Visual trust boosters under each plan (logos, stats, star ratings)

And zero mystery pricing.
No “Contact us.”
No vague “starts at $X.”

Bonus: Pricing is a Mirror

Great pricing pages don’t convince. They reflect.

They help the customer think:

“Oh. That one’s for me.”

And that only happens if you understand how your buyer decides, not just what they buy.

So skip the feature dump. Speak their language.

And above all? Make it stupid simple to choose.

TL;DR

• Price plans by how buyers think, not just what you built

• Segment by revenue ranges especially if its a B2B. It maps closer to mindset

• Show outcomes, not checkboxes

• Match each tier with the question your buyer is really asking

Because when your pricing page stops confusing, it starts converting.

Want me to fix yours? Reply to this email and let’s get talking!

See you next Friday,

Cheers,

Arunima