Mastering Startup Pricing Strategy: Unveiling the Steps, Types, and Real-World Examples

Article by:
Anna Polovnikova
14 min
Putting an optimal price tag on a product or service is potentially the million-dollar question for every company out there. Learn such startup pricing strategy essentials as how to form a strategy and browse examples of how renowned companies approach the matter.

Pricing your startup isn't something to put off until later. More than 87% of customers consider the price as a key factor when deciding on a purchase. Besides, figuring out how much to charge is actually a complex beast. There are a million things to consider, like your costs, competition, and what your target market is willing to pay. The good news is that we've got some battle-tested approaches and best practices to help you find the sweet spot!

Pricing Strategy for Startups: The Essentials

Formulating the startup pricing strategy isn't exactly the most exciting part of building a startup. It might not be as flashy as your app's features or your service's quality, but it's just as crucial. So, why should this be a top priority from the get-go? Let's get into the details and explore the core of pricing, what factors to juggle, and why it's best to tackle this question before you even set sail. 

What Is a Pricing Strategy and Why Is It Important for Startups?

A startup pricing strategy is a carefully considered plan that businesses use to determine how much they will charge for their products or services. It's how you figure out which price tag to put on your awesome product or service. 

But what's the purpose of a pricing strategy for startups? Your price tag sets the stage for everything basically — how you enter the market, how you stack up against the competition, and even the sales channels you choose.

Startup pricing strategy definition and importance

Let's take a closer look at how pricing matters in different aspects of a startup life.

  • Market entry — when entering a new market, pricing can position your product as either a premium offering or an accessible alternative to established players. This decision impacts how quickly you can penetrate the market and gain a foothold.
  • Product lifecycle — production costs surely affect the product's price. And yet, pricing should evolve alongside your product's lifecycle, as it goes through the phases of introduction, growth, maturity, and decline. While initial pricing might be higher to recoup development costs, as the product matures, adjustments can stimulate continued interest or fend off competition.
  • Demand, perceived value, and sales volume — the elasticity of demand, or how sensitive your customers are to price changes, can significantly influence your sales volume. A strategic startup pricing approach helps manage demand levels to align with your business's capacity and growth targets. It also contributes to maximizing customer lifetime value (CLV) by fostering loyalty and encouraging repeat business, especially if you manage to segment the markets effectively, offering varied pricing for various segments (e.g., premium vs. basic versions, or geographic pricing).
  • Sales channels — the distribution channel you choose, whether direct sales, online marketplaces, or retail partners, can also influence your startup pricing strategy. Each channel has different cost structures and customer expectations, requiring tailored approaches for maximizing both margins and market reach.
  • Cash flow, cost recovery, and investment — pricing plays an important role in recouping initial investments and allocating startup funding for future projects, too. Striking a balance between cost recovery and market competitiveness is vital for sustainable growth.

As you can see, the pricing strategy for startups has a significant influence on the venture's overall present and future. It's a balancing act, like a tightrope walk between attracting customers and making sure your business doesn't go belly-up.

The Components of a Startup Pricing Strategy

Crafting a price plan for your startup isn't rocket science, but it's definitely got some key ingredients to make it a success story. Each component of the best pricing strategies plays its part in creating a delicious, market-pleasing treat for your business. Here's the lowdown on what you need to mix in.

Startup Pricing Strategy Components
  1. Cost-plus pricing: it calculates all the parts that make your product or service tick (think server fees, development time, marketing costs) and adds a profit margin to keep the lights on.
  2. Competitor analysis: peek at your opponent's deck in a game of cards, see what they're charging for similar products or services.
  3. Value proposition: this is your product's actual attractiveness, the unique benefit that sets it apart from the pack, so make sure your pricing reflects that value, not just the cost. 
  4. Customer segmentation: make a realistic estimate of your market size and segment your audience based on their needs and budget and tailor your pricing accordingly (e.g., discounts for budget-minded folks and premium features for high-rollers).
  5. Sales channels: how you get your product to customers impacts your price tag, think of it like choosing the right delivery method. 
  6. Promotional strategies: your startup pricing and promotions need to be on the same page, like a well-rehearsed band, hence, if you're offering discounts, shout it from the rooftops to make sure potential customers know they're getting a sweet deal. 

With these essential parameters in mind, we can move forward and explore each step in detail. This will equip you with the knowledge and tools to create a robust startup pricing strategy that drives success for your venture.

How to Create a Pricing Strategy for a Startup

While the overall framework may be common, tailoring it to your specific startup requires a deliberate process. Let's break down the key steps to formulate your best pricing strategies.

Creating a startup pricing strategy in 7 steps

1. Understand Your Costs

For IT companies, nailing startup costs is key to pricing success. Beyond direct materials and labor, factor in overhead like rent, utilities, software, and equipment depreciation. These can be significant, especially with tech's need for cutting-edge tools.

Don't forget that customer acquisition costs through promotion and sales can vary depending on the selected startup marketing strategy and market competitiveness.

2. Outline Your Buyer Personas

Buyer personas go beyond demographics, uncovering the 'who' behind your target audience. Think detailed profiles:

  • job roles;
  • industries;
  • tech habits;
  • fears;
  • aspirations;
  • challenges;
  • goals, etc.

In IT, differentiate between daily users and decision-makers — their needs and value perceptions differ. This unlocks a nuanced pricing approach, boosting product-market fit and resulting in more happy customers.

3. Analyze Competitors' Pricing

Analyze direct competitors, their pricing, and value proposition. Are they premium or budget-friendly? Monitor their moves to stay ahead. Leverage their customer feedback to refine your own startup pricing strategy. Highlight your unique agenda — features that stand out.

Do the following step-by-step:

  1. Pricing data: collect info on competitors' pricing structures, discounts, and package deals.
  2. Value proposition: compare what they offer for the price — features, benefits, and support levels.
  3. Pricing strategy: understand their approach (cost-plus, value-based, or aggressive penetration).
  4. Market positioning: are they premium or budget-friendly, and how's pricing shaping their image?
  5. Stay alert: track their pricing changes and new strategies to stay ahead.
  6. Customer feedback: mind reviews and feedback to understand how their value stacks up.
  7. Your unique statement: identify what sets your product apart — take advantage of  it in your pricing.
  8. Refine and conquer: based on your intel, adjust your strategy to compete effectively.

These pieces will help you figure out how to create a pricing strategy competitively, aligning with market trends and customer expectations. Of course, conducting market research is essential as well.

4. Find a Balance Between Business Objectives and Value

Forging a winning startup pricing strategy in the tech sector demands a delicate balance: matching business goals with customer value perception. Forget just covering costs and focus on what truly resonates with your audience.

First, dive deep into customer needs and minds. Unearth their 'aha! moments'. What aspects of your product make their eyes light up? What problems does it solve in a unique way? Perhaps you need to run a PMF survey or hold a few interviews with focus groups to get answers.

Then, prioritize value-based pricing. Reflect that perceived value in your pricing, not just production costs. But also be ready to change. Tech moves fast, and so should your pricing. Stay flexible to adapt to market shifts and evolving customer needs. Keep an eye on your rivals again, but don't undersell your unique value.

Finally, always listen and learn. Incorporate feedback mechanisms to understand how customers perceive your value proposition and price. Clearly communicate the benefits and be as transparent as possible.

By prioritizing value, staying adaptable, and fostering open communication, you'll create a pricing strategy that fuels your startup's success and resonates with your target audience.

5. Choose the Right Metrics, Analyze Them

Choosing the right metrics to evaluate startup pricing success helps startups understand what's working, what needs tweaking, and where to go next. Everybody would like to have a sleek dashboard displaying the company's vitals, revealing the impact of any action. But with all the data out there, which metrics and KPIs are truly golden?

Category Metric Description
Revenue Metrics Overall Revenue Total income generated from sales.
Revenue Growth Rate Percentage increase in revenue over a specific period.
Average Revenue Per User (ARPU) Revenue is divided by the number of users.
Profitability Metrics Gross Margin Percentage of revenue remaining after deducting the cost of goods sold.
Net Profit Margin Percentage of revenue remaining after all expenses.
Operating Margin Percentage of revenue remaining after deducting operating expenses.
Customer Metrics Customer Acquisition Cost (CAC) Cost to acquire a new customer.
Customer Lifetime Value (CLTV) Estimated total revenue a customer will generate over their lifetime.
Churn Rate Percentage of customers who stop using your product over a specific period.
Market Penetration Metrics Market Share Percentage of total sales in the market captured by your product.
Rate of New Customer Acquisition Number of new customers acquired over a specific period.
Price Sensitivity Sales Volume Change Variation in the number of units sold in response to a price change.
Feedback and Satisfaction Customer Satisfaction Score Measure how satisfied customers are with your product or service, including pricing.
Net Promoter Score (NPS) Measure customer loyalty and satisfaction with your product.
Table. The key metrics to track in a startup

These numbers should tell us everything we need to know: is our startup pricing strategy the golden ticket, or is it time to rethink things? 

6. Test Your Prices

Testing the prices is one of the most valuable ways to polish the pricing strategy for startups. Running tests with different prices and approaches will help you fine-tune your strategy based on real-world data and what customers actually say. Here's the lowdown on the key steps:

  1. Figure out your goal: define what you want to achieve. More sales? Bigger profit margins? Attracting a flood of new customers? Having a clear target helps steer the ship.
  2. Segment: split your target market into groups based on their traits and price sensitivity, then test different strategies on each one.
  3. Pick your tool: choose what you want to test — the base price, discounts, subscription models, or maybe even bundled packages.
  4. Design: craft a structured test where you change prices for a specific group while keeping others constant (this way, you can compare apples to apples).
  5. Roll out the red carpet: launch your test smoothly, making sure customers know what's happening and that their experience stays top-notch.
  6. Data: track sales, customer feedback, and any shifts in how people act or sign up during the test as information is power.
  7. Make sense of it all: analyze the data to see how the price change affected your goals, look for patterns, preferences, and any surprises that pop up.
  8. Level up your strategy: use the test results to refine your startup pricing, optimize it to perform better and keep your customers happy.

Testing prices lets you find the sweet spot where customers get top-notch value and you hit your financial goals. It allows you to find a perfect blend: happy customers, market agility, and profit power — all in one.

7. Monitor and Adjust

Your startup needs to adapt to survive. Prices need to move with the market — keep an eye on customers and competitors, then adjust like a chameleon.

Don't forget data, as data analytics for startups is your gold mine. Dig into costs, competitor moves, and customer feedback to find the pricing sweet spot. Talk to your customers, too, build trust, and don't leave them in the dark. Keep refining and keep adapting!

Alright, the pricing plan is locked and loaded. Now, let's see the hottest startup pricing strategies for 2024.

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9 Best Startup Pricing Strategies in 2024

Over the years, the market has cooked up a whole buffet of pricing strategies. Each one is unique, catering to different customers, situations, and goals. Let's see what the best pricing strategies have to offer.

Top Startup Pricing Strategies

Penetration Pricing

In penetration pricing, companies deliberately kick off with prices for their products or services that are lower than what the competition offers. The whole game plan here is to quickly snatch up a big chunk of the market share and reel in loads of customers.

By dangling the carrot of lower prices, businesses are looking to shake things up among the established players and swiftly carve out a solid spot for themselves. But, keep in mind, these bargain prices aren't meant to last forever. As they start building a loyal fan base and see their customer numbers grow, companies often start nudging those prices up a bit.

Best suited for:

  • SaaS platforms
  • Mobile apps
  • E-commerce startups
  • Online subscription services
  • Consumer electronics manufacturers

Competitive Pricing

Competitive pricing is all about keeping an eye on what the other guys are charging for similar stuff and then setting your prices accordingly. It's a go-to move in crowded markets, where how much something costs can make or break a customer's choice. Businesses rolling with this strategy want to stay in the game by setting their prices right on par with, or just a tad below, what their competitors are asking for.

Best suited for:

  • E-commerce platforms
  • Web hosting services
  • Online marketplaces
  • IT consulting firms
  • Software development companies

Value-Based Pricing

Value-based pricing is when companies set their prices based on how much customers believe a product or service is worth. Instead of just looking at the costs or what the competition is doing, this strategy focuses on the perceived value to the customer.

The goal here is to figure out the maximum amount a customer is willing to pay because they see the product or service as highly valuable. By tapping into the customer's perception of value, businesses aim to price their products in a way that reflects the benefits and experiences the customer expects to receive.

Best suited for:

  • Custom software development firms
  • Specialized SaaS solutions
  • Innovative tech products with unique features

High-Low Pricing

Using a high-low startup pricing strategy, the company starts off with high prices and then drops them down through sales, promotions, or clearance events every now and then. This tactic plays on creating a rush, making customers feel like they've got to grab the deal while it's hot and the prices are slashed. It's a way to get shoppers to act fast and snap up products before the prices go back up.

Best suited for:

  • Consumer electronics retailers
  • Online fashion retailers
  • Tech gadget stores
  • Gaming software companies

Dynamic Pricing

Dynamic pricing is when companies keep tweaking their prices on the fly, based on stuff like how much people want what they're selling, what their rivals are charging, and how much they've got in stock.

This method lets businesses adjust to the market's ups and downs on the spot, helping them rake in as much cash as possible by hitting the pricing sweet spot under different conditions.

Best suited for:

  • E-commerce platforms with fluctuating demand
  • Online ticketing platforms for events or transportation
  • Uber-likes

Skimming Pricing

Skimming pricing is when a company launches a new or cutting-edge product with a hefty price tag right out of the gate. This targets those early birds who don't mind shelling out extra to get their hands on the latest and greatest first.

As time goes on, they slowly drop the price to reel in a wider crowd of customers who've been waiting on the sidelines for a more wallet-friendly option.

Best suited for:

  • Tech companies launching cutting-edge products
  • Companies offering luxury tech accessories
  • Startups with innovative apps or services

Freemium Pricing

Freemium pricing considers giving away the basic version of a product or service for absolutely nothing, and then charging for the fancy extras or upgrades. This way, people can get a taste of what's on offer without having to open their wallets, but if they want the cooler, more advanced features, that's where the cash comes into play.

Best suited for:

  • SaaS platforms with scalable features
  • Mobile app developers offering in-app purchases
  • Online collaboration tools with tiered functionalities
  • Gaming companies with optional premium content

Psychological Pricing

The psychological pricing plays on the mind tricks to boost sales. It can be setting prices just a tad under a whole number (think $19.99 instead of a straight-up $20) to make things look like a bargain.

Or, it uses the trick of price anchoring, where they throw a pricier option out there to make another product seem like a steal in comparison. It's a clever way to make customers feel like they're getting more bang for their buck, nudging them towards making a purchase by appealing to their sense of value.

Best suited for:

  • Subscription-based services offering multiple tiers
  • Mobile apps with in-app purchases or subscriptions

Geographic Pricing

Geographic pricing is when a company mixes things up by setting different prices for its products or services depending on where its customers are hanging out. This strategy pays attention to the local vibe — things like what the market's like in an area, how much money people have to spend, how much it costs to get things there, and what the tax situation is.

Best suited for:

  • Cloud service providers with data centers in different regions
  • E-commerce platforms with international shipping
  • IT services firms providing localized support or content

As you've probably noticed, the same company can rock multiple pricing strategies, and yup, you're spot on. There's no rule saying you can't mix and match different startup pricing tactics as long as they're hitting the mark for both you and your customers.

Now, let's dive into some real-world examples of how big-name companies have put various startup pricing strategies into play and see how things panned out for them.

Startup Pricing Strategy Examples

It's one thing to talk about these tactics in theory, but seeing pricing strategy examples in action — how well-known brands and their impact have executed them — really brings the whole concept to life.


Netflix, the streaming giant we all know and love, uses several tricks when it comes to pricing. These strategies have been instrumental in building their massive subscriber base and making them the king of the streaming jungle.

  • Geographic pricing: Netflix adjusts its subscription fees based on the economic situation and competition in each country. This way, they can reach more people in regions with lower spending power by making their service more affordable while still keeping things profitable in wealthier areas.
  • Bundling pricing: in some places, Netflix joins forces with local phone and internet providers to bundle their subscriptions. This gives customers a sweet deal by combining services into one convenient package, often with a discount. Not only does this make it easier for people to sign up for Netflix, but it also encourages them to stick around since it's already part of their essential services.


Apple, the company behind sleek iPhones and powerful MacBooks, does things a bit differently when it comes to pricing. Their strategies are about maintaining their premium brand image and keeping their loyal fans happy.

  • Premium pricing: unlike many competitors, Apple doesn't shy away from setting higher product prices. This reflects the quality and design that people have come to expect from the brand, and it caters to customers who are willing to pay a premium for that Apple experience.
  • Freemium pricing: Apple knows that not everyone has the same budget, so they often use versioning pricing for their software and services, like iCloud and Apple Music. This means they offer basic versions for free or at a lower cost, with more features and storage available in premium versions at a higher price point. It's like having a menu with different options — you can choose the one that best fits your needs and budget. Thus, Apple reaches a wider audience while still encouraging users to upgrade for an even better experience.


One standout example of a company that's mastered the art of juggling multiple pricing strategies is Adobe, especially with its Adobe Creative Cloud suite. 

  • Freemium pricing: Adobe kicked things off with a freemium model for its Adobe Creative Suite, letting users download a trial version of the software for free but with a catch — the features were limited.
  • Subscription-based pricing: Adobe transitioned from selling perpetual licenses for its Creative Suite to a subscription-based model with Adobe Creative Cloud (this shift allowed Adobe to offer its software at a lower initial cost, making it more accessible to a broader audience).


Another powerhouse that's mastered the art of mixing and matching pricing strategies is Salesforce, a front-runner in the customer relationship management (CRM) software arena. 

  • Tiered pricing: Salesforce has nailed the tiered pricing game by rolling out different versions of its software — Essential, Professional, Enterprise, and Unlimited — each with its own price tag (this approach lets customers pick the plan that fits like a glove with their needs and wallet size, while also laying out a clear roadmap for scaling up as their business expands or startup scales).
  • Value-based pricing: the price tags on Salesforce reflect the massive boost in efficiency, the deeper insights into customer behavior, and the uptick in sales they deliver, and Salesforce keeps upping the ante by continuously introducing new bells and whistles to its software, making its value proposition even more compelling.


This leading music streaming service also uses a bunch of tactics, which pay off eventually.

  • Dynamic pricing: Spotify has experimented with dynamic pricing in different markets (for example, it has offered discounted subscription rates in emerging markets to attract price-sensitive users), additionally, Spotify occasionally runs promotional campaigns offering reduced subscription fees for a limited time to entice new subscribers.
  • Psychological pricing: Spotify's premium subscription is often priced just below a round number (e.g., $9.99 instead of $10), which is a common psychological pricing tactic to make the price appear more attractive.

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Final Word on the Best Pricing Strategies for Startups

So, as you can see, choosing the right pricing strategy for startups is way more than just slapping a random price tag on your products or services. To land on a price that makes sense, secures revenue, and positions you as a major contender in the market, you've got to dive deep into research and really get to know your target audience inside out.

The knowledge you'll obtain from conducting in-depth research will definitely aid you in building an amazing product that users will enjoy and find valuable. If you need assistance with product design and development, Upsilon's seasoned team offers MVP development services for early-stage startups and team augmentation services as well. So, feel free to reach out to discuss your needs, we're more than ready to bring our expertise to the table!

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