# Price your first SaaS product

Tie price to the value a customer gets, choose a simple pricing model, test it in real conversations and record every reaction before you publish a page.

Canonical URL: https://worldenterprise.org/playbooks/price-your-first-saas-product/
Last updated: 2026-10-10
Publisher: World Enterprise, run by World Enterprise Group Incorporated

## The steps

1. **Write down the value in the customer's terms.** State what the customer gains when the product works, in their words and units, such as hours saved, errors avoided or revenue protected. Price follows value. It does not follow your costs.
2. **Find out what the customer does today and what it costs them.** List the current alternatives, including spreadsheets, staff time and other tools, and what each costs the customer in money and effort. That range sets the frame for your price.
3. **Choose a pricing model you can explain in one sentence.** Pick what you charge for, such as seats, usage or a flat package, based on how the customer gets value. Write the sentence you would say to a buyer.
4. **Test the price in conversations before you publish it.** Raise price with each prospect early and write down what they said. A reaction is not a no. Ask what they would compare it with and what would make it easy to say yes.
5. **Design a small set of packages.** Offer a few packages that differ in the value they give, with names a buyer can tell apart. Remove any option that nobody can explain a reason to choose.
6. **Publish the page and review it on a schedule.** Put the price on a page that states what is included and what is not. Set a regular date to review the log of reactions and to change the price or the packages when the evidence calls for it.

## What you will have at the end

- A value statement in the customer's words
- A comparison of the customer's current alternatives and their cost
- A one-sentence description of the pricing model
- A log of price reactions from real conversations
- A first pricing page