Should you show pricing on your SaaS landing page?

Show a number on your SaaS landing page. If every deal really is custom, show a starting price and say what it includes. A buyer who cannot rule you in on budget will rule you out, and you will never see it happen in analytics.

Contact sales filters out the wrong people

Gartner puts a typical buying group for a complex B2B solution at six to ten decision makers. Each one turns up with four or five pieces of information they gathered on their own. Gartner also reports that buyers spend only about 17 percent of their total buying time meeting suppliers. Most of the evaluation happens with you out of the room. A page with no price cannot take part in this conversation.

The person who reads your pricing section is usually not the person who signs. They are collecting options for a shortlist. Give them a number they can paste into a document, or they drop you from the shortlist quietly.

Three cases where hiding the price is fair

One: pricing depends on a variable the buyer knows and you do not, like seat count across five regions or data volume. Two: deals are large enough that every contract gets negotiated, and a public number would anchor you low. Three: you are testing pricing weekly and cannot keep a page accurate. Anything else is fear of the number dressed up as strategy.

Even in all three cases you can publish a floor. A line like plans start at 1,200 dollars a month for up to 25 seats does the filtering job without committing you to a final figure.

What a starting price does that a full table cannot

A starting price answers one question fast: am I in the right shop. It costs you the buyers who were never going to pay, which is the point, and it saves your sales team the calls that end at hello. If you sell to a 5 person startup and a 500 person enterprise, publish the low end and let the enterprise tier say custom.

Pair the number with what moves it. Priced per seat, billed annually, with usage above 50,000 events charged separately. Three lines like that beat a nine row feature matrix nobody reads.

The questions a price alone does not answer

Buyers stall on the parts around the number. Is it per seat or per usage. What happens when I cross the limit, does it stop or does it bill. Is there a setup fee. Does the annual toggle actually save money or just lock me in. Can I downgrade. Does support cost extra. Answer each of those in one plain sentence near the table.

Then name what is free forever and what expires. A free plan and a free trial are different products in a buyer's head, and mixing the two words in one section is a reliable way to lose them.

How much pricing belongs on a SaaS landing page

A landing page does not have to be a pricing page. Put in a compact three tier block with the price, one line on who each tier is for, and the same primary button you use everywhere else. Link out to the full pricing page for the comparison table, and make sure it loads on its own without a login, because it will get forwarded.

Place the block after your proof section and before the final call to action. People scroll to pricing on purpose, so it does not need to sit high on the page. It does need to exist, rather than sending people off site to hunt for it.

Ship the honest version this week

Write one line: plans start at X, billed per Y. Put it under the primary button in your hero as plain text. Add the three tier block before your closing call to action. Then answer the six questions above in one sentence each, right under the tiers.

Track two numbers for 30 days: total demo requests, which will probably fall, and the share of those requests that reach a proposal, which should rise. If requests drop 30 percent while qualified ones hold flat, the price did exactly the job you hired it for.