How to Price Bundles for SaaS Products: A Step-by-Step Guide
게시일: 8월 22, 2025
최종 업데이트: 8월 29, 2025
최적의 세분화 접근 방식을 price bundles for SaaS products, starts with combining individual costs and offering a discount that presents perceived value to the customer while seeking to maintain profitability. This can be considered strategic, as it relates to changes in both average revenue per user (ARPU) and the extent of user feature adoption. This guide outlines a process for calculating bundle prices and demonstrates their implementation within a SaaS model.
Identify and Validate Your Bundle Components
A strategic SaaS bundle is based on the combination of a product’s logical structure and perceived value. Move beyond assumptions and use data to identify what your customers need.
First, study user behavior to uncover natural combinations. Use product analytics tools like Amplitude, Mixpanel, or Hotjar to track user behavior. Look for patterns where users are frequently switching between two or three features in the same session. This shows where there is a connected workflow that is ideal 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.
An easy way to begin is by singling out your most popular feature (your “hero” product). Then, analyze users of that feature to see what other tool they use most often. This is an obvious choice for a bundle add-on.
To understand if your bundles make sense, create a detailed feature value matrix that evaluates user adoption rate, perceived value, and strategic importance. This helps you decide which components offer the most value with the least friction.
|
Feature/Product |
User Adoption Rate |
Perceived Value (Survey 1-10) |
전략적 중요성 |
Bundle Candidate? |
|
Core Planning Tool |
95% |
9.2 |
높음 |
Yes (Anchor) |
|
Time Tracker Add-on |
30% |
7.5 |
중간 |
Yes (Value-add) |
|
Advanced Reporting |
15% |
8.8 |
높음 |
Yes (Premium add-on) |
|
API 액세스 |
5% |
6.1 |
낮음 |
No (Niche use case) |
자가 평가 질문:
-
What main issue does this software bundle solve as a single unit?
-
Will this bundle appeal to a specific, high-value customer segment (e.g., power users, teams)?
- Are these two products at different stages of their lifecycle? (e.g., pairing an established 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
-
등등!
Select the Pricing Strategy
Once you decide what to bundle, you need to strategize pricing it correctly. This entails considering your product, market maturity, and competitive landscape.
|
가격 전략 |
설명 |
최적 용도 |
장점 |
단점 |
|
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 소프트웨어 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:
- Look at competitor-based pricing as your baseline and develop a spreadsheet using 3-5 of your direct competitors. Track their bundle structures, feature limitations, and price points.
- 그런 다음, layer on value-based principles by interviewing your customers. “How much time does this combination save you per week?” or “What outcome would be impossible without these tools 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
-
등등!
Calculate Bundle Price Point
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.
Look at the formula with more context and assume you have:
|
Applying a 25% discount:
| Bundle Price=$48×(1−0.25)=$36/month |
This price is 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 straightforward on your pricing page and show the math. Display the crossed-out standalone price ($48) next to the bundle price ($36) to show the savings. This is a simple but powerful psychological way to communicate the value.
Managing different subscription plans, discounts, and promotional logic is complicated and a cause of errors. PayPro Global’s 구독 관리 플랫폼 automates this process to 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
-
등등!
Implement and A/B Test Your Bundle Pricing
It is advisable to test a new pricing structure before launching it. A/B 테스트 is necessary to validate your assumptions about bundle pricing.
Setup for an A/B Test:
- Form a Hypothesis: To form a hypothesis, we propose 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.
- 사용자당 평균 수익(ARPU): Is the bundle increasing overall revenue?
- Cannibalization Rate: What is the percentage decrease in sales for your standalone products?
- 전환율: 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. Then they introduced the “Freshworks Neo Platform,” which bundles multiple products together. They regularly test their bundle offerings and measure the impact on LTV and cross-product adoption by targeting different business sizes with different packages (e.g., “Customer Service Suite” vs. individual products).
A/B test pricing is technically demanding and challenging. PayPro Global offers built-in A/B testing for your checkout process. This allows you to test different prices, product combinations, and promotional offers directly from the platform to 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
-
등등!
Proactively Manage Cannibalization
Software bundling may lead to a shift in sales from standalone high-margin products. This is a valid concern, but it can be managed proactively.
Strategic cannibalization might be considered when transitioning users from a lower-value plan to a bundle with higher 고객 평생 가치(LTV). The goal is to increase the total customer value, even if it means sacrificing some individual sales. Action plan:
Monitor Standalone Sales: Use 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 look at reducing churn.
Segment Your Audience: Create your bundle for a specific SaaS buyer persona that differs from your standalone product buyer. For example, individual features might be for “Freelancers,” whereas 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 include a higher usage limit. This provides a value proposition that goes beyond 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.
결론
Pricing your SaaS bundles effectively requires strategically selecting complementary products, calculating a price that offers a clear discount, and learning from market examples. Remember to test your bundle prices and use customer data to change up your offerings. This helps create value for both your customers and your business.
FAQ
-
To price bundles, select complementary products that resolve 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, then apply a percentage discount, usually between 15-30%. For example, if the total standalone cost is $100, a 20% discount means an $80 bundle price.
-
An appealing discount for a SaaS bundle usually falls between 15% and 30% off the total price of the individual items.This range is enough to create a strong perception of value for the customer without devaluing your core products.
-
The benefit of bundling is that you are increasing the Average Revenue Per User (ARPU) by enticing customers to purchase more in a single transaction. It also helps drive user adoption for less popular or newer features by pairing them with established products.
-
Determine which products would be a strategic bundle by analyzing user behavior data to see which tools are often used together to manage a larger task. Group complementary features that solve a typical customer problem when combined.
-
It’s true that bundling can sometimes hurt sales by causing “cannibalization,” where customers who would have bought a high-margin product choose the discounted bundle instead. You can manage this by creating 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 offers different levels of access to a single product, with higher tiers unlocking more features, usage limits, or support.
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