Growth Inflection

5000 - 20000 MRR

Revenue is real. Pricing decisions now have four-figure monthly consequences. You're optimising, not experimenting. Getting this wrong costs real money.

Should I raise prices 2x and accept some churn?

You're past the 'is this a business' phase. A 2x price increase means even losing 30% of customers nets you more revenue. But the math only works if the remaining customers stay — and new customers convert at the higher price.

5000-20000 MRR Up to 5 people saas Medium — weeks

325

decisions

72% positive

Do I restructure into 3 tiers or keep the 2 I have?

Two tiers is simple but doesn't capture the full range of customer willingness to pay. Three tiers lets you anchor high and make the middle tier feel like a deal. But it adds complexity to messaging, billing, and feature management.

5000-15000 MRR Up to 4 people saas Low — can wait months

324

decisions

72% positive

Should I launch an annual plan with a discount to improve retention?

Monthly churn is eating your growth. An annual plan with 20% discount locks customers in and improves cash flow. But it might attract discount-seekers who churn at renewal.

5000-15000 MRR Up to 4 people saas Medium — weeks

323

decisions

72% positive

Enterprise wants custom pricing — do I go there or stay self-serve?

Enterprise deals are 10-50x your self-serve ACV. But they mean sales calls, security questionnaires, SOC 2, custom contracts, and 3-6 month sales cycles. One enterprise customer could equal 50 self-serve customers — or consume all your time for nothing.

10000-20000 MRR Up to 5 people saas Medium — weeks

325

decisions

72% positive

My biggest plan is 80% of revenue — am I too dependent on one tier?

Most of your revenue comes from one pricing tier. If that tier becomes uncompetitive or customers outgrow it, you lose everything. Diversifying means building features for tiers that might not sell.

5000-20000 MRR Up to 5 people saas Medium — weeks

324

decisions

72% positive

Should I add a usage cap and charge for overages?

Some power users consume 10x the resources but pay the same. A usage cap with overage charges captures value from heavy users but penalises your best customers and creates billing surprises.

5000-15000 MRR Up to 4 people saas Low — can wait months

323

decisions

72% positive

High-paying clients want custom work — do I productise or keep doing custom?

Custom work pays well per hour but doesn't scale. Productising means lower revenue per customer but repeatable sales. The transition period is painful — you're building the product while servicing custom clients.

5000-20000 MRR Up to 5 people saas service High — days

328

decisions

72% positive

Should I launch in a new currency or keep everything in GBP/USD?

International customers want to pay in their local currency. Multi-currency means better conversion rates abroad but complexity in billing, accounting, and pricing parity.

10000-20000 MRR Up to 5 people saas Low — can wait months

329

decisions

72% positive

Do I offer a free downgrade path or force cancellation?

When customers want to leave, a free downgrade keeps them in your ecosystem. But it cannibalises paid revenue and creates a class of users who've already decided you're not worth paying for.

5000-15000 MRR Up to 4 people saas Medium — weeks

324

decisions

73% positive

Is it time for a pricing page redesign or is the current one working?

Your pricing page hasn't changed since launch. Conversion is okay but you don't know if it could be better. A redesign is a project. But pricing page conversion rate at this scale directly maps to thousands of pounds per month.

5000-20000 MRR Up to 5 people saas Low — can wait months

327

decisions

72% positive

All situations