Decision page
Should I launch a SaaS without a pricing page?
Verified · editorial policy
Verdict
Verdict: No
No. Hiding pricing on a pre-revenue indie SaaS site filters out the qualified self-serve buyers — who are exactly who you want — and attracts unqualified contact-us leads who are not.
The reasoning
The 'contact us for pricing' default carries a B2B-enterprise frame: long sales cycle, custom pricing, qualified-by-quota lead funnel. None of that is true for pre-revenue indie SaaS at $10-$500/month price points. Inheriting the frame inherits the cost.
Self-serve qualified buyers — your highest-intent visitors — leave when they cannot find a price. They have learned that 'contact us' means 'expensive enough that we have to negotiate it', and they self-select out before talking to you. The lead form fills with under-fit shoppers instead.
If you are genuinely unsure about pricing pre-launch, publish a directional range ('$49-$99/month, depending on usage') with a note that the final tier shape is in beta. Honest uncertainty beats opaque secrecy.
Show prices. The pricing page does not have to be your best-performing page; it has to give qualified buyers enough information to self-qualify.
When the verdict flips
- Flip to YES only if your average deal is over $1,000/month AND the buyer is procurement-driven (enterprise, regulated, contracted).
What to do instead
- Show prices but offer a 'Talk to us' option for enterprise — separate surface, separate copy. Two doors, not one.
- Publish a directional range during beta, then firm up to specific tiers when you have 20+ paying customers.
Related niches
Related Brunson terms
Frequently asked
- What if my pricing changes monthly during beta?
- Publish the current month's price with a 'pricing changes during beta — current customers are locked in' note. Transparency about the lock-in mechanism is more valuable than the appearance of stability.
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