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Industries · Compliance & RegTech

Pricing for RegTech and compliance software.

One product serving sole traders and enterprises on the same tier is the most common, most expensive packaging mistake in vertical SaaS.

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The pattern

Where pricing breaks in this vertical.

  1. One price card for every segment

    Enterprises generating multiples of the product value pay the same as the smallest accounts. The willingness-to-pay spread across segments is unmeasured and uncaptured.

  2. Discounting to close what packaging should have closed

    When the tier does not fit the buyer, sales bridges the gap with a discount. Realised price drifts below list and the drift compounds.

  3. Usage value invisible to the model

    Compliance activity scales with customer risk and size, and a flat subscription captures none of it. A hybrid base-plus-usage metric usually does.

Proof

Engagements in compliance & regtech.

$4.5M
net new ARR, no product change
$8M–$20M ARR · Series A, post-raise
H&S Compliance SaaS PROFIT+ · Research · Optimise · Implement

One pricing tier for everyone became three, aligned to value, adding $4.5M ARR from existing customers.

A single pricing tier served every customer segment, from sole traders to large enterprises. High-value enterprise customers paid the same as low-usage SMEs. The product had expanded significantly but packaging had not. Willingness to pay across segments was unknown, and sales were discounting aggressively to close enterprise deals.

Read the full engagement

Thirty minutes on your price card.

Bring your price card and your largest and smallest active accounts. You leave with a view of where the revenue is leaking and the moves most likely to close the gap fastest.

Take the pricing scorecard Book a diagnostic call

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