SaaS Sales Models

Getting into how SaaS Sales work.
saas sales cover photo
Utilizing the right sales model is critical for success in any Software as a Service (SaaS) company.

With customer expectations continually changing, staying up-to-date on various sales models and tailoring your approach to fit the client can make or break a deal.

In this blog post, we will explore three of the most popular SaaS Sales Models — subscription billing, one-time purchases, and pay-per-use — so to adjust sales strategies based on customer demand and preferences.

Let's get started!
SaaS Sales Models


The subscriber pays a recurring charge when using a SaaS subscription business model. Normally, a monthly or annual invoice and bill are generated automatically for this charge.

The subscriber receives access to the software in exchange for the fee via a web browser, an app, or a one-time download. The provider handles Updates and maintenance remotely rather than necessitating on-site visits. Support can also be contacted remotely through tools like chatbots, emails, and phone calls.

Due to their capacity to scale, subscription-based business models have been embraced by SaaS startups in large numbers.

Ideally, as your company develops and evolves, it will eventually seem significantly different from how it did initially. If everything goes as planned, you won't be charging the same prices for the exact same services in ten years.

All customers use the same subscription models. A company may decide to offer several service levels, but at the end of the day, every client in each tier pays the same price as their peers.

This consistency incorporates a simple method for upgrading your goods and services, changing your prices as necessary to pay your costs, and enhancing your recurring revenue sources.


In the software-as-a-service (SaaS) sector, usage-based pricing has become one of the most appealing pricing among SaaS sales models.

Consumption, pay-as-you-go, time/unit-based pricing, pay-per-transaction, metered billing, resource-based, and utility are a few names. Whatever title is employed, the idea is the same, and excellent benefits are provided.

Customers only pay for what they really consume, thanks to SaaS firms' tracking of product and service usage. Usage-based pricing is the emerging star of SaaS pricing, and there are instances in every sector.

From the client's standpoint, they benefit from expanded scalability, increased upgrade and downgrade options, lower upfront expenses, lower cost of ownership, more operational agility and business efficiency, and enhanced customer experience. Both the company and the customers benefit from this.

Usage-based pricing case studies from the real world demonstrate time and time again how SaaS companies who use the model beat their competitors. According to the Openview Partners report, usage-based businesses continue to grow at scale (29.9% vs. 21.7%), with best-in-class retention driving this growth (120% vs. 110%).

Nearly all SaaS businesses interested in implementing usage-based pricing have comparable corporate goals to acquire income and guarantee precise billing, which will indirectly improve the customer experience.


Offering a free version of a product's or service's fundamental functions while charging for other features is known as the "freemium" pricing model.

As a tactic for attracting new clients, the freemium business model encourages users to upgrade to premium products.

The free trial or demo model has mostly been supplanted by the freemium model, particularly in product-led firms. Users get perpetual access to a feature or a constrained product version with a freemium tier. The consumer must upgrade and pay a monthly charge to get around the limitations.

A great example of applying the freemium model is Canva. A design application that can be used comprehensively and upgraded to access more features.

It may take some time for some products to demonstrate their actual worth. A five-day free trial won't necessarily give your product enough time to shine, let potential customers use it to its full (freemium) potential, or give them enough time to decide if it's the right product for them.

Since freemium has no time restrictions, customers can use your product as often as they like without feeling rushed or confined by a countdown. This seems more like a kind offer than a blatant sales pitch. A terrific strategy for them to keep buying your goods and an excellent appearance for you.


Enterprise sales, also called the "lower volume, higher price method," concentrate on offering complex, cutting-edge solutions worth their hefty price tags.

SaaS firms that employ this strategy are identified by having field sales teams that thoroughly explain the notion to the customer to demonstrate why such a large outlay is anticipated on their behalf.

Cutting-edge Internet marketing tools used by big brand consumer marketers and feature-rich suites that automate strategic, core business activities for mid-to-large-sized businesses are two excellent examples.

The sales department of these enterprise models has sales development representatives (SDRs) who work closely with a select group of target customers, and they were given deal-level support from product marketing and sales engineering staff.

In close cooperation with the sales team is the marketing that promotes brand recognition, information sharing, relationship building, and trust matched by direct sales team support, including telemarketing that expedites contact with target prospects and in-depth sales tools like product roadmaps and ROI calculators.

Another significant department is the support team. They focus on high-touch support that extends to onsite issue solutions, combined with training and instructional materials customized to meet the needs of each particular customer.

Platform-as-a-Service (PaaS)

Platform as a Service (PaaS), another name for cloud platform services, offers cloud components to specific software while being primarily utilized for applications.

Developers who use PaaS receive a framework on which to construct specialized applications. While the developers can continue to handle the apps, the company or a third-party supplier can manage all servers, storage, and networking.

PaaS has a similar distribution strategy to SaaS, except that it offers a platform for developing software rather than distributing it over the internet. Since this platform is offered over the Internet, developers can focus on creating the product rather than worrying about infrastructure, storage, software upgrades, or operating systems.

Using PaaS is advantageous and, in some circumstances, even required. For instance, When several developers collaborate on the same development project, PaaS helps streamline procedures. PaaS can significantly speed up and be flexible if additional vendors are required. PaaS is beneficial if you need to develop unique applications.

This cloud service can also significantly lower costs and make problematic situations easier when quickly creating or deploying an app.


Platform as a Service, Enterprise, Freemium, Usage-Based, and Subscription-Based SaaS sales models are just the tip of the iceberg. The appropriate SaaS sales model for an organization depends on its objectives and the industry in which it operates, among other factors.

Regardless of your choice, allocate enough resources to ensure proper lead generation and customer engagement strategies. It's important to have a talented team of specialists to drive traction and boost conversions along the way.

If you don't have any internal resources available, consider outsourcing top-notch sales development representatives with SalesPipe.

Get in touch with us today!
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