Pricing benchmark deviation

No consistency in SaaS pricing

Companies can pay over 3x more for similar tools than others.

Knowing a ‘fair’ or ‘common’ price for B2B software is often impossible. Given the variations in contract terms, pricing models, feature sets and user tiers, plus how few vendors make pricing public, it can be hard for procurement teams to know where to start a negotiation.

This of course makes benchmark data crucial. But even then, the gap between minimum and maximum pricing benchmark per SaaS category can vary wildly. Sales tools show the biggest deviation, with some companies paying over 3x more than others for near-identical functionality and terms. Marketing and ERP tools also have high rates of deviation (2.85x and 2.5x).

‍Sales and Marketing tools are some of the most duplicated, as teams often bring in tools whose functionality partially overlaps, creating a dual problem - high potential prices, plus high wasted spend.