These numbers coincide with the responses about the target customer, with small businesses being the largest portion and mid-large businesses being the second largest portion. This further supports the notion that B2B ≠ enterprise.

Nothing too surprising here given the data about ARPC. What is noteworthy is that this also indicates that for many companies, the majority of their customer base stays on their lower-cost pricing tier. As much as we’d all like a consistent, predictable path to expansion for all customers… most stay pretty stagnant.

This data highlights the range in SaaS. Most offer a plan under $100/mo and also a plan over $1,000/mo. One thing is clear from both of these questions: the threshold is $10/mo. I suspect there’s a correlation between companies targeting consumers and charging under $10/mo.

The majority do, and compared to 2022 (which had a slight phrasing error), this is a stark difference. I suspect the 2023 data here is much more accurate.

Despite all the talk about product-led growth and the hype of freemium over the years, forever-free seems to be out of vogue. I suspect many companies have realized the pitfalls of this approach and have opted for what could be described as a usage-based trial where customers essentially always hit a paywall at some point.

Setup fees are pretty rare, with the exception of larger ARPC deals that require a lot of time from a customer success manager or solutions engineer. The 16% represented likely target mid-large businesses who need more hands-on work and have the budget spend.