How to Price Bundles for SaaS Products: A Step-by-Step Guide
公開日: 8月 22, 2025
に price bundles for SaaS products, combine individual product costs and give a strategic discount that offers clear value to the customer while maintaining profitability. This approach is necessary because it can increase the average revenue per user (ARPU) and encourage user adoption of more features. This guide provides a structured process for calculating bundle prices and implementing them in your SaaS model, which helps create attractive offers for your customers.
Identify and Validate Your Bundle Components
The foundation of a successful SaaS bundle is a logical and valuable product combination. This step means moving beyond assumptions and using data to determine what your customers actually need.
First, analyze user behavior to find natural pairings. Use product analytics tools like Amplitude, Mixpanel, または Hotjar に track user journeys. Look for patterns in which users frequently switch between two or three specific features within the same session. This indicates a connected workflow that is perfect for bundling.
Next, apply the “Jobs to Be Done” (JTBD) framework. Instead of asking “What features can we sell together?“, ask “What larger job is a user trying to accomplish that our tools in combination will make this easier?” If one feature helps create content and another helps analyze its performance, bundling them solves the entire “content marketing effectiveness” job.
A simple way to start is by identifying your single most popular feature (your “hero” product). Then, analyze users of that feature to see what secondary tool they use most often. This secondary tool is an obvious candidate for a bundle add-on.
To validate your choices, create a simple feature value matrix. This helps you prioritize which components offer the most value with the least friction.
|
Feature/Product |
User Adoption Rate |
Perceived Value (Survey 1-10) |
戦略的重要性 |
Bundle Candidate? |
|
Core Planning Tool |
95% |
9.2 |
高 |
Yes (Anchor) |
|
Time Tracker Add-on |
30% |
7.5 |
中規模 |
Yes (Value-add) |
|
Advanced Reporting |
15% |
8.8 |
高 |
Yes (Premium add-on) |
|
APIアクセス |
5% |
6.1 |
低い |
No (Niche use case) |
自己評価の質問：
- What is the core problem this software bundle solves as a single unit?
- Does the bundle cater to a specific, high-value customer segment (e.g., power users, teams)?
- Are the bundled products at different stages of their lifecycle? (e.g., pairing a mature product with a new one to drive adoption).
Free SaaS Bundles Pricing Checklist
Learn how to price bundles for your software with this step-by-step actionable checklist.
-
Steps for product validation
-
Formulas for price calculation
-
Cannibalization monitoring tips
-
A/B testing plan
-
Key metrics for monitoring
-
その他
Select the Pricing Strategy
Once you know what to bundle, you need a strategy for how to price it. Choosing the right one depends on your product, market maturity, and competitive landscape.
|
価格戦略 |
説明 |
最適な対象 |
メリット |
デメリット |
|
Calculate total delivery costs (server, support, R&D) and add a standard profit margin (e.g., 30%). |
New products or markets with no established value or competitors. |
Simple to calculate; ensures cost coverage. |
Ignores perceived value and market prices; may leave money on the table. |
|
|
Set your bundles prices based on what competitors charge for similar offerings. |
Crowded markets where pricing is a key differentiator. |
Easy to justify; low risk of over or underpricing the market. |
Can lead to price wars; difficult to stand out on value. |
|
|
Price the bundle based on the monetary value it delivers to the customer (e.g., saved time, increased revenue). |
Innovative ソフトウェア with a clear and quantifiable return on investment (ROI). |
Maximizes revenue potential; aligns price with customer success. |
Requires deep customer research and confidence in your value proposition. |
To decide, follow this methodology:
- Start with competitor-based pricing as your baseline. Create a spreadsheet which tracks 3-5 of your direct competitors. Note their bundle structures, feature limitations, and price points. This grounds you in market reality.
- Layer on value-based principles. Interview your customers. Ask them: “How much time does this feature combination save you per week?” or “What business outcome would be impossible without these tools working together?” Quantify this value to see if you can price higher than the competition.
- Use cost-plus pricing as a final check. Be sure that the price point you have chosen comfortably covers your costs and delivers your target profit margin.
Free SaaS Bundles Pricing Checklist
Learn how to price bundles for your software with this step-by-step actionable checklist.
-
Steps for product validation
-
Formulas for price calculation
-
Cannibalization monitoring tips
-
A/B testing plan
-
Key metrics for monitoring
-
その他
Calculate Bundle Price Point
The standard method is to add the individual product prices together and apply a discount. Industry data suggests that a discount in the 15-30% range often hits a psychological sweet spot—it’s substantial enough to signal value without devaluing the individual products.
Let’s look at the formula with more context. Assume you have:
|
Applying a 25% discount:
| Bundle Price=$48×(1−0.25)=$36/month |
This price is clearly going to be more appealing to shoppers. Another option is the”buy one, get one” model, which prices the bundle at the cost of your most expensive feature and adds the second one for a smaller premium (e.g., $29 + $7 = $36). This solution frames the second product as a high-value bargain.
Be transparent. On your pricing page, show the math. Display the crossed-out standalone price ($48) next to the bundle price ($36) to emphatically communicate the savings. This is a simple but powerful psychological trigger.
Manually managing different subscription plans, discounts, and promotional logic is complex and prone to errors. PayPro Global’s サブスクリプション管理プラットフォーム automates this process. You can easily set up multiple SaaS bundle configurations, create custom billing cycles, and offer promotional discounts, all from a single dashboard.
Free SaaS Bundles Pricing Checklist
Learn how to price bundles for your software with this step-by-step actionable checklist.
-
Steps for product validation
-
Formulas for price calculation
-
Cannibalization monitoring tips
-
A/B testing plan
-
Key metrics for monitoring
-
その他
Implement and A/B Test Your Bundle Pricing
Never launch a new pricing structure without testing it. A/Bテスト is necessary for validating your assumptions about how to calculate bundle price.
Setup for an A/B Test:
- Form a Hypothesis: “Our hypothesis is that the ‘$36 Pro Bundle’ will increase Average Revenue Per User (ARPU) by 15% compared to standalone purchases, without significantly decreasing the overall conversion rate.”
- Create Variants:
– Variant A (Control): Your existing pricing page with standalone products.
– Variant B (Test): The new pricing page which prominently features the SaaS bundle.
- Segment Traffic: Use a feature flagging tool or an integrated platform to randomly show Variant A or B to new visitors. Aim for a 50/50 split.
- Measure and Analyze: Run the test until you reach statistical significance (typically at least 100-200 conversions per variant). Then track these key metrics:
- Bundle Conversion Rate: % of visitors who purchase the bundle.
- 1 ユーザーあたりの平均収益 (ARPU): Is the bundle increasing overall revenue?
- Cannibalization Rate: What is the percentage decrease in sales for your standalone products?
- コンバージョン率を向上させましょう。: Does the bundle simplify the decision and speed up the purchase?
Freshworks provides a suite of business software for sales, marketing, and support. They originally offered separate products like Freshdesk and Freshsales. They later introduced the “Freshworks Neo Platform,” which bundles multiple products together. They regularly test their bundle offerings, targeting different business sizes with different packages (e.g., “Customer Service Suite” vs. individual products) and measure the impact on LTV and cross-product adoption.
A/B testing pricing can be technically demanding and challenging. PayPro Global offers built-in A/B testing for your checkout process. You can test different prices, product combinations, and promotional offers directly from within the platform and get clear, actionable reports on which variant performs better, enabling you to optimize your SaaS pricing based on real data.
Free SaaS Bundles Pricing Checklist
Learn how to price bundles for your software with this step-by-step actionable checklist.
-
Steps for product validation
-
Formulas for price calculation
-
Cannibalization monitoring tips
-
A/B testing plan
-
Key metrics for monitoring
-
その他
Proactively Manage Cannibalization
A common fear is that a software bundle will “cannibalize” sales of your high-margin standalone products. This is a valid concern, but it can be managed proactively.
Strategic cannibalization can be beneficial if you are migrating users from a low-value plan to a higher 顧客生涯価値（LTV） bundle. The goal is to increase the total customer value, even if it means sacrificing some individual sales. Action plan:
Monitor Standalone Sales: Create a dashboard that tracks the sales volume of individual products before and after the bundle launch. If sales for a key product drop by more than a pre-defined threshold (e.g., 15%), it’s time to investigate how to reduce churn.
Segment Your Audience: Design your bundle for a specific SaaS buyer persona that differs from your standalone product buyer. For instance, individual features might be for “Freelancers,” while the software bundle is for “Teams” or “Agencies.”
Differentiate with Value-Adds: Make the bundle more than just a collection of products. Add bundle-exclusive perks, such as priority support, a dedicated account manager, or have a higher usage limit. This creates a value proposition beyond just the discount.
Consider a “good-better-best” approach. Keep your standalone product as the “good” option, but make the bundle the “better” or “best” choice by showcasing its superior value. This frames the bundle as an upgrade, not just a discount.
結論
Effectively pricing a SaaS bundle involves strategically selecting complementary products, calculating a price that reflects a clear discount, and learning from market examples. Remember to test your bundle prices and use customer data to iterate your offerings. This approach helps create value for both your customers and your business.
よくある質問
-
To price bundles, first select complementary products that solve a larger customer issue. Then, determine their combined value using a value-based or competitor-based strategy and apply a discount that makes the bundle more attractive than buying each item separately.
-
The most common way to calculate a bundle price is to add the standalone prices of all items and then apply a percentage discount, typically between 15-30%. For example, if the total standalone cost is $100, a 20% discount means an $80 bundle price.
-
A good discount for a SaaS bundle typically falls between 15% and 30% off the total price of the individual items. This range is significant enough to create a strong perception of value for the customer without devaluing your core products.
-
The main benefit of bundling is increasing the Average Revenue Per User (ARPU) by enticing customers to purchase more from you in a single transaction. It also helps drive user adoption for less popular or newer features by pairing them with established products.
-
Identify which products to bundle by analyzing user behavior data to see which tools are frequently used together to manage a larger task. You should group complementary features that logically solve a comprehensive customer problem when combined.
-
Yes, bundling can sometimes hurt sales through “cannibalization,” where customers who would have bought a high-margin product opt for the discounted bundle instead. You can mitigate this by designing bundles for specific customer segments and monitoring your standalone sales data after launch.
-
Bundling combines distinct, standalone products into a single package, like a software suite. Tiered pricing, on the other hand, offers different levels of access to a single product, with higher tiers unlocking more features, usage limits, or support.
日本語 
English 
Español 
Português 
Português do Brasil 
Français 
Italiano 
Deutsch 
Nederlands 
Polski 
Română 
Українська 
简体中文 
한국어