~1 min read
SaaS pricing pages almost universally offer multiple tiers. But founders often set tier prices based on gut feel and competitive research without modeling the actual revenue implications of different conversion rates.
This calculator answers: for every 1,000 visitors to your pricing page, which tier configuration generates the most MRR?
The conversion-price trade-off
Higher-priced tiers convert at lower rates. The question is how much lower. If your $99/month plan converts at 1.5% and your $29/month plan converts at 4%, the $99 plan generates $148.50 MRR per 1,000 visitors vs. $116 for the $29 plan — making the higher tier 28% more valuable despite the lower conversion rate.
The key insight: you can afford to lose a lot of conversions on a higher-priced tier before it becomes less valuable than a cheaper tier with more conversions.
Anchor pricing strategy
Many SaaS companies deliberately price an "Enterprise" tier very high (often 3–5× the mid tier) with very low expected conversion, for two reasons: 1. The few Enterprise customers who convert generate disproportionate revenue 2. It makes the mid tier look like a bargain (anchoring effect)
Frequently asked questions
What conversion rates are realistic? B2B SaaS free-trial-to-paid conversion: 15–25%. B2B SaaS visitor-to-paid: 1–5%. For this calculator, use your pricing page visitor-to-paid conversion rates.
How do I know if my pricing is right? If more than 50% of customers choose your cheapest tier, your pricing is probably not differentiated enough — either raise the entry price or add more value to higher tiers. If nobody buys the top tier, the price is too high or the value proposition isn't clear.