Free SaaS Pricing Model Template
Compare per-seat, usage-based, flat-rate, and hybrid pricing in one Excel model. Design 3-tier pricing, run sensitivity, and project ARR.
What this template does
This SaaS pricing model template is an Excel spreadsheet with five sheets: a side-by-side comparison of the four common SaaS pricing models (per-seat, usage-based, flat-rate, hybrid), a 3-tier pricing builder for Basic / Pro / Enterprise plans, a price-elasticity sensitivity analysis, an annual-prepay discount calculator that quantifies the LTV trade-off, and a freemium funnel projector. All cells are formula-driven so you can change any input and see ARR, MRR, ARPU, and LTV update instantly.
What's Inside the Model
Compare Models
See how 100 customers generate revenue under each pricing model
- -Per-seat pricing
- -Flat-rate per customer
- -Usage-based metered
- -Hybrid (base + usage)
Tier Builder
Design 3-tier pricing (Basic / Pro / Enterprise) with customer mix
- -Tier prices
- -Customer mix %
- -Customers per tier
- -Blended ARPU
- -Total ARR
Sensitivity
Test how price changes (±20%) move ARR with elasticity assumptions
- -Price elasticity input
- -6 price scenarios
- -Customers retained
- -ARR delta vs base
Annual Discounts
Compare discount levels by NPV of LTV uplift
- -Discount %
- -Effective monthly
- -Monthly LTV
- -Annual LTV
- -NPV uplift
Freemium Funnel
Model free → paid conversion with realistic funnel inputs
- -Visitor signup rate
- -Free-to-paid conversion
- -New MRR added
- -Cohort LTV
- -Benchmarks
The 4 SaaS Pricing Models, Compared
Per-seat
Best for: Collaborative SaaS where value scales with users (Slack, Notion, Figma)
Pros: Predictable, scales with team growth, easy to expand
Cons: Customers pad seat counts, viral adoption capped
Usage-based
Best for: Infrastructure/API products where consumption = value (Twilio, Snowflake, OpenAI)
Pros: Revenue scales with customer success, low friction to start
Cons: Volatile MRR, harder forecasting, surprises customers
Flat-rate
Best for: Simple SMB tools with one core use case (Basecamp, Calendly)
Pros: Simple to sell and explain, predictable revenue
Cons: Caps your ACV, harder to expand into enterprise
Hybrid
Best for: Products with a base feature + usage component (Datadog, HubSpot)
Pros: Predictable floor + usage upside, expansion built-in
Cons: Complex to communicate, billing implementation overhead
Sample Output (100 customers)
How to Use This Pricing Model
Compare Models
See which pricing structure produces the most revenue for your customer profile
Build Your Tiers
Set Basic / Pro / Enterprise prices and customer mix; see blended ARPU
Run Sensitivity
Test ±20% price changes with elasticity to find the optimal price point
Project Funnel
Model free → paid conversion if you're using freemium acquisition
Get Your Free SaaS Pricing Model
Download the Excel template with all five sheets, formulas wired up, and benchmarks built in. Customize for your business in 5 minutes.
100% free · No email required · Compatible with Excel & Google Sheets
SaaS Pricing FAQ
What is a SaaS pricing model?
A SaaS pricing model is the structure you use to charge customers — most commonly per-seat (per user per month), usage-based (per API call, GB, or transaction), flat-rate (one price per customer per month), or hybrid (base fee plus usage). The choice affects how revenue scales, how predictable MRR is, and how customers perceive value.
How do I choose between per-seat and usage-based pricing?
Choose per-seat when value scales with team size — collaborative tools, productivity apps, communication platforms. Choose usage-based when value scales with consumption — APIs, infrastructure, AI inference. Many companies start per-seat for predictability and add usage components as they grow.
What is a typical SaaS annual prepay discount?
15-20% off the monthly price is standard for annual prepayment. Discounts above 25% materially erode LTV and signal weak pricing power. The Annual Discounts sheet in this template models the NPV trade-off between cash collected upfront and LTV given up.
What is a healthy free-to-paid conversion rate for freemium SaaS?
2-5% is healthy for self-serve freemium products. World-class products (Slack, Dropbox at peak) convert 8%+. Below 1% suggests the free tier is too generous, the paid value isn't clear, or the activation flow is broken.
How should I price my SaaS startup at launch?
Start with one or two simple tiers around $49-$99/mo for SMB or $499+/mo for mid-market. Avoid freemium and enterprise complexity until you have product-market fit. Raise prices early — most early-stage SaaS startups underprice by 30-50%. Use the Tier Builder sheet to model what 10% / 25% / 50% price increases do to ARR.