Pricing model shapes behaviour. Pick one deliberately per offer.
Three models SaaS teams use
- Fixed project, clear scope, clear price, change orders for extras.
- Retainer, capped deliverables or hours, renewal tied to review.
- Performance / hybrid, base + variable; document measurement ruthlessly.
Match model to workflow
Your proposal system should enforce the model (calculators, caps, approval rules) so reps cannot accidentally sell the wrong shape.
Use this as a working checklist inside your team first. When the same steps repeat every week and spreadsheets start breaking, that is usually the moment to scope a reusable pricing flow with plan rules, trial logic, internal sign-off and checkout-ready handoff as an owned system. See the relevant Standen service · More guides · SaaS ops audit.