Enterprise users want your product but need compliance features
Enterprise features (SSO, audit logs, admin controls) cost little to build but justify 3-10x higher pricing.
When to use
You have interest from larger teams but they can't adopt due to compliance requirements.
Hypothesis template
If we add fill in: enterprise features and create a fill in: enterprise tier, we'll attract fill in: target enterprise accounts at fill in: price because compliance features are table stakes for large teams.
Method
The problem: Enterprise teams want your product but procurement requires SSO, audit logs, and admin controls. Without these, they can't even trial you.
How to do it:
- Talk to 5 enterprise prospects who said no — ask what's blocking them
- Common requirements: SSO (SAML), audit logs, role-based access, data export, uptime SLA
- Start with SSO — it's the #1 blocker for enterprise adoption
- Price the enterprise tier at 3-5x your standard plan
- Offer custom contracts for large deployments
- Build a "Security" or "Enterprise" page on your site
Key insight: SSO alone can justify a 3x price increase. Enterprise buyers expect to pay more for compliance features. Don't price enterprise features at consumer rates.
Success metrics
- •Enterprise tier signups
- •Revenue per enterprise account
- •Enterprise feature request resolution
- •Enterprise win rate
Prerequisites
- Development resources for SSO/audit features
- Understanding of enterprise requirements
- A sales or self-serve process for enterprise
Common pitfalls
- •Building enterprise features too early (wait for demand signals)
- •Underpricing enterprise tier
- •Making enterprise features available on lower tiers
- •Not having a security page on your site
Source: Notion, Figma, Linear. Enterprise features justify 3-10x pricing and unlock a new market.
Suggested ICE scores
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