B2B SaaS Pricing Psychology — Anchoring, Tiers, and the Free Question

Three-tier pricing (Good/Better/Best) consistently outperforms two-tier or single-tier across SaaS verticals. The middle tier captures 60-70% of conversions when properly anchored — the top tier exists to make the middle feel reasonable, not to sell. Anchoring the top tier at 3-5x the middle tier price is optimal; beyond 5x it feels disconnected and stops anchoring.

Freemium vs free trial is the most consequential early decision. Freemium works when: the product has network effects, marginal cost per user is near zero, and free users generate value (content, data, referrals). Free trial works when: the product requires setup/integration, value is immediately obvious once configured, and the sales cycle benefits from urgency. For RecoverStripe specifically: a 14-day free trial with real recovery running (success-only billing starts after trial) is likely optimal — freemium doesn't work because payment recovery requires Stripe integration upfront.

Pricing on recovered revenue (percentage model) aligns incentives perfectly but feels expensive at scale. A hybrid model — low base ($29-49/mo) + 5-10% of recovered revenue — captures both price-sensitive startups and provides upside as customers grow. This undercuts Churn Buster's flat-rate model while being more predictable than Gravy's 25% take.