Article · ~12 min read

SaaS Pricing Guide: When & How to Raise Prices Without Losing Customers

Kyle Poyar · OpenView Free Intermediate

If you started cheap to win early deals, this covers the follow-up problem: how to raise prices on existing accounts without triggering mass churn. Kyle Poyar of OpenView lays out the concrete signals that it is time to raise, and the mechanics (grandfathering, stair-stepping steep increases, transparent notice) that keep customers. It is a tactical checklist, so use it as a starting point and size the moves to your own base.

• Signals it is time to raise: no pushback on price, customers say you are surprisingly cheap, and pricing has not moved in years.
• Grandfather loyal customers or give a grace period, and stair-step increases above 50 percent instead of all at once.
• Lead the announcement with the added value, not the cost, and give enough notice for people to plan.