Pricing problems are usually invisible until they’re painful. You’re closing deals, but discount requests are constant. Your pricing page converts poorly. You have one tier that sort of fits everyone but perfectly fits nobody. Or you’ve been on the same price since year one and nobody’s pushed back - which probably means you’re leaving money on the table.
A SaaS pricing consultant makes pricing a deliberate decision instead of a default one.
What a SaaS pricing consultant does
The work has three phases. First, an audit: reviewing your current pricing model, deal data, and where in the sales process price becomes an issue. This surfaces whether you have a price problem or a value communication problem - they look similar but require different fixes.
Second, research: talking to customers about how they evaluate ROI, what alternatives they considered, and what would make a higher price feel justified. This is where real pricing insight comes from - not internal debate.
Third, design: recommending changes to your tiers, packaging, and price points that improve both conversion and revenue per customer. That might mean adding a tier, restructuring packaging, or changing your value metric entirely.
Warning signs your SaaS pricing needs work
- Prospects consistently ask for discounts before you’ve finished the demo
- You have one price tier that doesn’t serve different customer segments differently
- Your pricing page gets traffic but low conversion
- You’re closing deals but customers churn because they’re not getting enough value relative to what they paid
- You haven’t changed your pricing in over 18 months
What pricing models work for B2B SaaS
It depends on your product and buyer. Per-seat works for collaboration tools. Usage-based fits infrastructure or API products. Tiered feature packaging works for platforms with distinct buyer personas. As a b2b saas pricing consultant, I evaluate which model fits your value metric and deal dynamics - not which model is trendy.
Investment and ROI
A pricing audit and recommendations project starts from €3,000. A full engagement - customer research, competitive analysis, pricing model redesign, and packaging work - costs €6,000 to €12,000. The ROI is typically immediate: even a 10% increase in average contract value pays back the engagement cost in the first month of improved deals.
Pricing work pairs naturally with positioning and pricing strategy - they’re all part of the same foundation. Our guide on pricing B2B SaaS to maximize revenue is worth reading before the call. Book a free diagnostic call to figure out whether you have a pricing problem or something upstream.
Results from real engagements
“I worked with Wouter on my GTM strategy. We went through our entire GTM strategy together and he laser focused us on our target audience. He asked the right questions and challenged us in a way that just pushed us.”Jonathan Salzmann, Founder
Founder of Sell Successfully in Eindhoven. 14 years in sales, 8 of them in B2B SaaS, €4M+ in revenue generated as operator and advisor. More about me.