Krish Subramanian built Chargebee out of Chennai and is unusually candid that they got pricing wrong four times before it worked. A freemium tier of ten free invoices a month pulled in tiny consultancies who treated it as a permanent free tool rather than a trial. Pricing too low attracted customers who never perceived value, which is where his line comes from: pricing is your strongest lead filter, so a low price does not just cost you margin, it changes who shows up. They also spent years failing to find the right value metric. He goes further than most and calls pricing transparency overrated, arguing it is worth experimenting with hiding prices if lead quality is the problem you are solving. Kyle Poyar's benchmark work gives you the market to test yourself against: hybrid pricing rose from 27 to 41 percent of companies year over year while flat fee fell from 29 to 22, and median free to paid conversion across 200 B2B products sits at 8 percent.
4 resources, 2 India-specific, 4 link-checked.
Krish names all four pricing mistakes rather than the tidy version, and this is where pricing is your strongest lead filter actually comes from.
On The SaaS Podcast by Krish Subramanian Podcast episode
Open saasclub.io →The contrarian half: he argues public pricing pages are overrated and worth experimenting against, which is worth hearing before you copy everyone else's pricing page.
On SaaStr by Krish Subramanian Podcast episode
Open saastr.com →The market you are pricing into, in numbers from 240 companies, so your pricing debate stops being two people's opinions about what feels right.
From Growth Unhinged by Kyle Poyar About 12 min read
The 8 percent median and the full distribution across 200 B2B products, which tells you fast whether your filter is too loose or you have a different problem entirely.
From Growth Unhinged by Kyle Poyar About 10 min read
How how great operators think reads from a different seat.
