Pricing is such a black art! Unfortunately it's not something you can easily A/B test.

My general advice on pricing is to try to make it a "no-brainer."

One way to do that is quantify how much value you add, and then charge a percentage. For example, if you make conversion optimization software, you can charge a percentage of "lift" (revenue from extra conversions). Say your customer's revenue is $10m/year, your product improved their conversions by 10%, and your pricing model is 10% of lift. Then your customer earned an extra $1m in revenue, and you only charged them $100k for it. So it's a complete "no-brainer" for them to buy your product, regardless of the actual increase in lift. They're always making way more from you than they're spending.

It's not always easy to quantify the extra revenue or savings you bring to the customer, but I think effective sales often boils down to showing the customer the ROI. So I'd try to figure out some way to quantify that -- in terms of time saved, extra revenue, direct cost savings, etc.

If you're not sure, the other thing you can try is having a freemium product with a generous free tier. That will ensure pricing isn't a barrier for 90% of your customers; the rest may be a small enough subset that you can make the ROI case directly. But that's playing with fire!

Thanks. There are the enterprise companies who will only pay for the plan in the hundreds, and there are the enterprise companies that will pay for the plan in the thousands. This might be a more general sales question, but what re some ways you went about to find the higher demographics? I'm assuming it's all networking and intros.