On pricing, and why we refuse to say 'contact sales'
The case against the 'book a demo for pricing' dance — and what we do instead.
Every B2B software buyer has experienced the pricing dance. You land on the pricing page. You see three tiers. The third tier says Contact sales. You fill out a form. Two days later a BDR emails asking for a call. The call is forty minutes long and you still don’t know the price.
We don’t do that. Our pricing is on our pricing page. All of it. Including the enterprise tier. If you’re a ten-person startup on a 7-day trial, you can see what we would charge a five-hundred-person company, and a five-hundred-person company can see what we would charge a ten-person startup.
This is less comfortable for us. It means we have to justify our pricing in writing. It means we can’t segment-price. It means our prospects compare us directly against our competitors before we’ve had a chance to “discover their needs.”
We think that’s fine. Software should earn its subscription every month.