Calculate the floor
Your floor includes allocated platform cost, variable usage, required add-ons, payment processing, support time and expected onboarding amortization. A price below the floor is not a growth strategy.Package around outcomes
A basic plan might cover CRM, pipeline and booking. A higher plan might add automation, AI or done-for-you configuration. The difference should be meaningful to the client, not an arbitrary feature gate.Use guardrails
Define included usage, support channels, response expectations and change-request limits. Without boundaries, your most active customers can become your least profitable.Test willingness to pay
Interview prospects, sell manually, and watch which parts of the offer customers actually value. Pricing should evolve from evidence rather than a spreadsheet alone.Stress-test the price before publishing it
Take your proposed monthly price and test it against three client profiles: low usage with little support, typical usage with normal support, and high usage with multiple help requests. Add payment fees and the share of any fixed platform costs. If one heavy account can erase the profit from several normal accounts, introduce usage limits, paid add-ons or a higher service tier.
Pricing can also signal what kind of customer the product is built for. A very low price may attract buyers who need extensive help but have little commitment to implementation. A higher price can support onboarding and support, but only when the offer contains enough practical value to justify it.