*Thank you being part of PeerSignal research.
Welcome back to my almost-weekly newsletter where I share data and examples to help you study B2B sales and marketing.*
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This week I dug into 125 PLG pricing models with Bryan Belanger (XaaS Pricing).
We focused this analysis on seats and usage -- how they work together, common models, and variants.
**Flip the summary deck here.** 📊
There is no single PLG pricing playbook, but some interesting patterns showed up...
* PLG models usually rely on seats, usage, or both to drive conversion and upgrade.
Here's how our sample breaks down with a few role models in each bucket:
* The SaaS 1.0 gold standard still reigns -- 58% have seats-based pricing.
* Only 6% of our sample are pure usage-based pricing (i.e.
metered and charged per unit).
But "some" usage-based shows up in 28%
* 74% have usage-based *tiering* (i.e.
not metered, but usage factors are packaged into plans/tiers).
I highlighted a few examples in the deck.
UBT can be layered into every core pricing model.
We see companies like Slack, Miro, and Docusign with usage tiering in a seat-based model.
Companies like Zapier, Bubble, and Airmeet roll UBT into their flat-fee packaging.
And UBT can be combined with usage-based (metered) models like MongoDB, Pantheon, and New Relic.
* As companies scale, they tend to increase the number of usage factors.
You can download my Excel sheet of 125 PLG companies and/or Bryan's monster sheet of 300 SaaS pricing models if you want to dig deeper.
*Want more PLG and B2B pricing analysis here?* We'll keep pulling this thread based on your feedback.
I read all replies.
Best,
Adam