SaaS pricing pages almost universally offer multiple tiers. But founders often set
tier prices based on gut feel and competitive research without modeling the actual
revenue implications of different conversion rates.
This calculator answers: for every 1,000 visitors to your pricing page, which tier
configuration generates the most MRR?
The conversion-price trade-off
Higher-priced tiers convert at lower rates. The question is how much lower. If your
$99/month plan converts at 1.5% and your $29/month plan converts at 4%, the $99 plan
generates $148.50 MRR per 1,000 visitors vs. $116 for the $29 plan — making the higher
tier 28% more valuable despite the lower conversion rate.
The key insight: you can afford to lose a lot of conversions on a higher-priced tier
before it becomes less valuable than a cheaper tier with more conversions.
Anchor pricing strategy
Many SaaS companies deliberately price an "Enterprise" tier very high (often 3–5× the
mid tier) with very low expected conversion, for two reasons:
1. The few Enterprise customers who convert generate disproportionate revenue
2. It makes the mid tier look like a bargain (anchoring effect)
Frequently asked questions
What conversion rates are realistic?
B2B SaaS free-trial-to-paid conversion: 15–25%. B2B SaaS visitor-to-paid: 1–5%.
For this calculator, use your pricing page visitor-to-paid conversion rates.
How do I know if my pricing is right?
If more than 50% of customers choose your cheapest tier, your pricing is probably
not differentiated enough — either raise the entry price or add more value to
higher tiers. If nobody buys the top tier, the price is too high or the value
proposition isn't clear.
How to structure starter, growth, and enterprise pricing tiers for a SaaS product — with guidance on limits, feature gates, and upgrade triggers.
Most SaaS products converge on 3 tiers: Starter / Growth / Enterprise. Here is what
separates products that convert well from those that confuse buyers.
The 3-tier structure
Starter — designed to get users started quickly, often self-serve.
- Price: $0–$49/month
- Goal: activation, not revenue
- Limits: usage caps that hit at the point of getting real value (e.g. 5 projects, 1,000 contacts)
Growth — designed for teams who have validated the product.
- Price: $49–$249/month
- Goal: expansion revenue, team adoption
- Features: collaboration, integrations, priority support
Enterprise — designed for custom contracts and compliance requirements.
- Price: custom / $1,000+/month
- Goal: large contracts, security, SLA, dedicated support
Feature gating principles
Gate on collaboration — solo users stay on Starter; teams upgrade
Gate on volume — usage limits that hit when ROI is already proven
Never gate on value-core features — if the core job-to-be-done is gated, free users never get the aha moment
Transparent upgrade prompts — show the limit, show the value, show the price