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Our customers typically just bundle our pricing within their own team/enterprise plan and pass through the cost. IT admins even within SMB orgs are happy to pay
by grinich 3y ago
Our customers typically just bundle our pricing within their own team/enterprise plan and pass through the cost. IT admins even within SMB orgs are happy to pay a couple hundred dollars a month more for the enhanced security of SAML auth. And small teams realistically don't need SAML, so you can add a minimum requirement on the number of "seats" (assuming that's how you bill).
- thelittleone 3y agoFair points. But SAML doesn't cost much incrementally for each added customer org, yet it enables an SMB to simplify account lifecycle management. Important from a security perspective of course. Most SAAS do put it as an "enterprise" feature but it's a barrier to SMB security best practices. A more complex yet rationale model would be a small incremental fee per user under the SAML.
- grinich 3y agoI thought so too and we actually tried that first. After talking to about a hundred customers, I heard them resoundingly prefer per-org pricing because the flat cost is predictable within their own deal structure. I think the reason is that user counts can vary dramatically and b2b saas businesses are primarily driven/measured by the number of customers, not end users.