Pricing

Pricing strategy for vertical SaaS: seat-based, usage-based, and outcome-based models, packaging tests, and the pricing pages that actually convert enterprise buyers.

What This Covers

Pricing covers the model, the packaging, and the discounting discipline behind them: seats, usage, outcomes, platform fees, and the payments or financing attach that increasingly sits alongside the software line.

Why GTM Is Different Here

Vertical pricing is constrained by the customer's own economics. If your buyer prices by the billable hour, the matter, the job, or the patient visit, your model either mirrors that unit or fights it. That is why so many vertical leaders end up with a modest software price and a large attach: the value is easier to capture where the money already moves. Procurement in regulated verticals also caps how exotic a model can be, since a committee cannot approve a bill it cannot forecast. Packaging matters more than the number, because tiers are what make expansion automatic instead of negotiated.

What To Read First

Read the outcome-based pricing guide for the model comparison, the healthcare pricing piece for pricing against procurement, and the Toast teardown for the payments attach in practice.