If you run a B2B SaaS, you know your pricing page is make-or-break. It’s probably the most-visited page after your homepage, and it’s where a lot of buyers fall off. Every tweak can mean thousands in ARR—or nothing at all. So you want to optimize, but you don’t want to waste weeks chasing vanity metrics or running “experiments” that don’t actually move the needle.
This is for founders, marketers, and product folks who want to use Convert.com to actually make a difference on their pricing page. No smoke, no mirrors. Just actionable steps and a few honest warnings.
Step 1: Get Clear On What You’re Trying To Improve
Before you dive into Convertcom, you need to know what “better” even means. Are you after more trials? More demo requests? Higher paid conversions? Most SaaS teams get lost here and end up optimizing for random stuff like button clicks or scroll depth.
Pick one main goal.
For most B2B SaaS, it’s probably:
- Start a free trial
- Request a demo
- Book a call
If you’re not sure, look at what your sales team cares about—or what keeps your CEO up at night.
Pro tip:
Don’t split your focus. If you try to “improve everything,” you’ll improve nothing.
Step 2: Install Convertcom (Properly)
I get it, you want to get to the fun part. But if installation isn’t right, your data will be off—end of story.
Here’s what matters:
- Add the Convertcom snippet to all pricing pages (and any variants you’ll test).
- Make sure it loads after your website’s main content, so it doesn’t slow things down.
- Connect your main analytics tool. If you’re using Google Analytics or Segment, check Convertcom’s integration docs.
- Set up conversion tracking for your main CTA (trial signup, demo request, whatever you picked in Step 1).
Don’t:
- Don’t track “micro-conversions” (like page scrolls or button hovers) unless you have a very, very specific reason.
- Don’t let your dev team talk you into skipping QA. Broken A/B tests are worse than no test.
Step 3: Audit Your Current Pricing Page
Before you start testing, take a hard look at what you’ve got. Most SaaS pricing pages are a Frankenstein mix of copy, tables, and “request a quote” buttons from five different redesigns.
Do a quick checklist: - Is your pricing clear, or do people have to decode it? - Do you explain what’s actually included at each tier? - Is there a clear CTA? (Not three. One.) - Any weird friction: forced signups, walls of text, unclear legalese? - Does your competitor’s page look easier to understand?
Honest take:
Most conversion problems start with confusion, not price. If you can’t explain your pricing in one sentence, fix that before you A/B test anything.
Step 4: Come Up With High-Impact Test Ideas
This is where most teams get stuck. The temptation is to run a hundred little color or wording tests. Ignore that.
Focus on changes that actually change buyer behavior, like:
- Showing vs. hiding prices for enterprise plans
- Free trial vs. demo request as the default CTA
- Annual vs. monthly pricing emphasis
- Adding/removing features at certain tiers
- Simplifying the number of plans (three is usually plenty)
How to pick?
Look at actual user feedback, sales call notes, and support tickets. What do people complain about or get confused by on your pricing page? That’s pure gold for test ideas.
What to ignore:
- Button color
- Microcopy tweaks (“Start now” vs. “Get started”)
- Gimmicks like countdown timers (nobody’s fooled)
Step 5: Set Up Your First A/B Test in Convertcom
Now, actually set up a test the right way.
Steps:
- Clone your pricing page in your CMS or site builder. Make only one big change at a time (e.g., switch “Request a demo” to “Start free trial” as the main CTA).
- In Convertcom, create a new A/B test. Pick your original as “Variant A” and your new version as “Variant B.”
- Set your primary goal to match what you picked in Step 1. Don’t track a dozen goals; it just muddies the water.
- Decide on your audience. For pricing pages, 100% of visitors is usually fine, unless you get a ton of traffic.
- Double-check everything: Are both versions loading? Are conversions tracking? Force a few test signups to be sure.
Pro tip:
Resist the urge to run multiple tests at once. You’ll get cleaner, more trustworthy results if you keep it simple.
Step 6: Let the Test Run (And Don’t Peek Too Early)
This is the hardest part: waiting.
- Let the test run until you have at least a few hundred conversions per variant. If you’re only getting a handful a week, consider if you’re testing the right thing.
- Don’t end tests early just because you “feel” one version is better.
- Ignore “statistically significant” popups if you don’t have enough volume. Convertcom’s stats are good, but math can’t save you from bad sample sizes.
Honest take:
B2B SaaS rarely gets the volume of a consumer site. Sometimes, you’ll need to run tests for weeks or months. That’s normal.
Step 7: Look At The Data—But Keep It Simple
When your test wraps, check the results in Convertcom:
- Did your main goal metric improve?
- Is it a real difference, or just noise? (If you’re not sure, ask a data-savvy friend before declaring victory.)
- Are there weird side effects (like more signups but fewer actual upgrades)?
If you see a genuine improvement:
Ship it! Make the winning version your new default.
If there’s no difference:
That’s not failure. It’s learning. Try a bigger change next time.
If performance dropped:
Don’t panic. Roll back, and figure out what went wrong—sometimes buyers like boring, predictable pricing pages.
Step 8: Rinse, Repeat, and Avoid the “Optimization Trap”
One test doesn’t fix everything. But don’t fall into the trap of endless tweaking just for the sake of it. Focus on the big stuff:
- Major messaging changes
- Plan structure
- CTA clarity
When in doubt, talk to real users. Ten honest conversations beat a thousand A/B tests on tiny tweaks.
What Works (And What Doesn’t) When Using Convertcom
Works well: - Testing clear, high-impact changes (pricing visibility, CTAs, plan simplification) - Fast setup for most SaaS stacks - Good integration with analytics and CRMs
Doesn’t work so well: - Super-fine targeting or personalization (Convertcom’s not built for that) - “Set and forget” optimization—someone still needs to check the data and act on it - Fixing a broken product or confusing pricing model (no tool can do that)
Ignore the hype:
No tool, Convertcom included, will magically double your conversions. You still need a pricing page people can understand.
Keep It Simple, Ship, and Iterate
Optimizing your B2B SaaS pricing page isn’t about endless fiddling or chasing trends. Pick one clear goal, make one big change at a time, and let the data tell you what’s working. Use Convertcom to cut out the guesswork, but don’t let it turn into a science project.
Keep it simple. Ship improvements. Talk to your customers. And remember: the best pricing page is one that’s easy to understand—even for someone who just landed on your site for the first time.