I was talking to a tech founder about a B2B SaaS tool. He proudly said, “Our pricing would be ₹2,000/month per customer.”
Sounds reasonable. Then I asked one question: “How much does it cost you to get one customer ?” . We broke it down:
- Sales calls and visits
- Demos
- Follow-ups
- Custom onboarding
It was easily ₹3,000 to acquire + onboard one customer. And plan was to charge ₹2,000/month.
I said : This is how SaaS quietly enters the graveyard if not calculated even before writing single line of code.
If it takes heavy effort and multiple iterations to make your product usable your pricing has to reflect that.
Does your pricing actually cover customer acquisition + onboarding + support?
Or are you just buying users at a loss?