A B2B pricing strategy is how you set prices when selling products or services to other businesses rather than consumers. It often involves custom pricing, volume discounts, contract-based agreements, and more complex sales processes compared to B2C pricing.
Why it matters for startups
In B2B, pricing isn’t just about cost—it’s about value, trust, and ROI. Your price needs to reflect the business impact you deliver, while fitting into procurement workflows and long-term contracts. A well-structured B2B pricing strategy helps drive larger deal sizes and long-term customer relationships—both crucial for investor confidence and sustainable growth.
How is B2B pricing different from B2C?
B2C is often fixed, low-touch, and volume-based. B2B is high-touch, tailored, and value-focused, often with negotiations and long-term commitments.
Should startups publish B2B pricing on their website?
It depends. For self-serve SaaS, yes. For enterprise sales, consider using “Contact us for pricing” to allow room for customization.
What’s the best B2B pricing model for early-stage startups?
Start simple with tiered or usage-based pricing. Adjust as you learn more about how different customer segments use and value your product.
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