Why our pricing is on the website (and yours should be too)
Hiding pricing behind a sales call is a tax on every prospect. Here's the math.
Every six weeks, we get an email from a well-meaning advisor suggesting we hide our enterprise pricing behind a 'talk to sales' page. Every six weeks, we say no.
Here's why.
Hiding pricing is a tax
If you have to talk to sales to find out the price, two things happen. First, you have to schedule a meeting. That meeting takes 30-60 minutes of your time, plus prep, plus follow-up. Second, you're forced to give your contact details to a sales team that will follow up regardless of fit.
From the buyer's perspective, this is a tax. You pay it in time, in attention, and in the cost of dodging follow-ups for the next year.
From the seller's perspective, it's a sorting mechanism. The argument goes: prospects who'll talk to sales are higher-intent. But this argument breaks down the second your product is something a sophisticated buyer can evaluate themselves.
Our pricing is on the website
Our pricing — free, Pro, Team, Enterprise — is all on the website. Even Enterprise has a starting band, a contact-volume estimator, and a list of what's included.
Talking to sales gets you four things and four things only: a tailored migration plan, custom volume bands, a DPA negotiation, and a quarterly review cadence. It does not get you a different price for the same usage.
Does it work
Two years of data. The buyers who skip the call and self-serve close at 2.3x the rate of buyers who book a call first. They expand at 1.7x the rate. They churn at 0.6x the rate.
The math is straightforward: a self-serve buyer with all the data closes faster because they're not waiting on a sales calendar, expands faster because they understand the tool, and churns less because they chose the right tier for their use case.
The pushback we get
There's a category of prospect who wants to talk to sales. Usually because procurement requires it, sometimes because they're new to the category, occasionally because they like talking to people. We accommodate all three. We'll happily get on a call. We just won't make it the only path.
Most of our peers in this category gate pricing behind a call. We think this is one of those settled-by-inertia decisions that won't survive the next decade. If you're building a tool, put your pricing on the website. Your buyers will thank you.