Increase revenue per user. Learn from Slack, Hotjar and more.
Add a decoy option to shift choices up
Add a strategically bad option that makes your preferred plan look like an obvious deal. It's behavioral economics in action.
A/B test your pricing page layout and copy
Small changes to your pricing page — headline, plan names, feature order, CTA wording — can increase conversion 20-50%.
Add a first-purchase discount with a deadline
Offer new users 20% off their first 3 months if they upgrade within 7 days. Creates urgency without devaluing your product.
Add a higher-priced plan to make the middle plan look reasonable
A premium tier you don't expect many to buy makes your mid-tier look like great value. Classic price anchoring.
Add an add-on or credits you can sell to existing users
Create an additional thing existing users can buy: extra AI credits, premium templates, priority support, or data exports.
Add an interactive pricing calculator
Let visitors calculate their exact price by inputting their usage. Transparency builds trust and reduces sales friction.
Add customer quotes and logos to the pricing page
Your pricing page is where buying decisions happen. Add social proof right next to the price to reduce hesitation.
Add subtle upgrade touchpoints throughout the product
Most users never visit the pricing page. Add gentle upgrade hints where they naturally encounter paid features.
Add team admin, SSO, and audit logs for enterprise
Enterprise features (SSO, audit logs, admin controls) cost little to build but justify 3-10x higher pricing.
Add usage-based pricing
Charge based on what they use. They grow, you grow. No awkward tier jumps.
Align your pricing metric with your value metric
Charge based on the metric that most closely represents value to the customer. When price scales with value, upgrades feel natural.
Build expansion revenue into the product
The best SaaS companies grow revenue from existing customers. Design your product so that as teams succeed, they naturally spend more.
Charge based on usage, not a flat fee
Let users start free and pay more as they use more. Removes the "is it worth $X/month?" question.
Charge more and position on value
Higher prices attract better customers who churn less. Superhuman charges $30/mo for email. Basecamp charges $349/mo. Both win.
Cut your pricing options
More choices means more anxiety. Fewer tiers, higher conversion.
Design a freemium gate that converts at scale
A generous free tier that lets users get hooked, with premium features that matter exactly when users are ready to pay.
Encourage users to add team members
Make it easy and valuable to add teammates. Each seat is expansion revenue without new customer acquisition.
Gate features based on natural user progression
Free tier should prove value. Premium should unlock power. Gate features users naturally want after getting comfortable.
Grandfather existing users at the old price
Lock in early adopters at your current price forever. Raise prices for new users. Early users become your most loyal advocates.
Launch a lifetime deal on AppSumo
Trade long-term revenue for immediate cash, a wave of users, and reviews. AppSumo gives you an audience you'd spend months building yourself.
Make them feel the limit first
Don't ask users to pay before they've gotten value. Wait until they hit a limit that hurts, then offer the upgrade.
Offer a money-back guarantee
A 30-day money-back guarantee removes purchase risk. Refund rates are typically under 5% but conversion increases by 15-30%.
Offer an annual plan with a meaningful discount
Offer 20-30% off for annual billing. You get cash upfront and lock in 12 months of retention.
Offer annual billing with a real discount
Monthly subscriptions churn 3-5x more than annual ones. Give people a real reason to commit for a year.
Offer a paid priority support tier
Charge for guaranteed fast response times. Power users and businesses will pay for peace of mind.
Offer a time-limited discount after the aha moment
After users experience key value, show a 48-hour discounted upgrade offer. Urgency plus demonstrated value converts.
Recover failed payments with smart dunning
Up to 30% of churn is involuntary — expired cards, insufficient funds. A dunning sequence recovers most of it.
Redesign free plan limits to create natural upgrade moments
Your free plan should deliver real value AND create moments where users naturally want more. Design limits that align with growth.
Reduce checkout to one click with saved payment
Every step in your checkout flow loses 10-20% of users. Reduce steps to increase conversion.
Require credit card upfront for trial
Requiring a credit card for free trials dramatically increases conversion. People who enter a card are serious.
Send a trial conversion sequence with usage data
Show trial users exactly what they've accomplished and what they'll lose. Include their actual usage data.
Show the upgrade prompt at the moment they hit a limit
Don't put upgrade buttons in the sidebar. Show them the exact moment users try to do something they can't on their current plan.
Show upgrade prompts in context
Prompt upgrades when users hit actual limits, not randomly. The upgrade makes sense when they feel the constraint.
Simplify the billing and account management page
Confusing billing pages cause involuntary churn. Make it dead simple to see your plan, upgrade, downgrade, and update payment.
Survey users about willingness to pay with the Van Westendorp method
Ask 4 pricing questions to find the optimal price range. Takes 50 responses to get actionable data.
Test longer free trial periods
Your trial might be too short to show real value. Test longer trials. Research shows they work.
Trigger the upgrade at the moment of need
Stop sending users to a pricing page. Show the upgrade exactly when they hit a limit and really want the feature.
Monetization experiments focus on increasing revenue per user through pricing optimization, upsells, reducing friction to purchase, and improving conversion from free to paid.
If you have strong retention but low revenue per user, focus on monetization. If you have few users but they pay well, focus on acquisition. Generally, optimize the 'leakiest' part of your funnel first.
A/B test pricing tiers with new users (not existing customers). Test one variable at a time. Measure conversion rate AND average revenue - sometimes higher prices convert fewer but earn more overall.
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