Why Most B2B Pricing Pages Are Wrong

Rishabh Sharma 3 min readJuly 12, 2024

'Contact us' for starter tier

If you hide pricing for everything, you filter out self-service buyers. Publish pricing up to at least a mid-tier; gate only enterprise.

3 tiers is the cognitive limit. 5 tiers cause decision paralysis. Pick the three most common customer shapes.

Each tier has 50 checkmarks. Nobody reads them. 5-7 differentiators per tier. Everything else goes in a detailed comparison page linked from pricing.

Despite the library of content most orgs build, reps use three things. Build these first.

MQL became meaningless. Here's the replacement metric we use and why sales stopped complaining.

A shift in how we prioritize — accounts over leads — and what changed in pipeline performance.

Our team ships b2b growth programs every week. Book a free consult — we'll tell you what would move the needle for your brand.