📊 Value Metrics for SaaS Guide
3 types of pricing metrics — which one aligns with how your customer gets value?
Source: Central Brain · CUBO-05 · Patrick Campbell (24,376 empresas SaaS) · Verified: ✅
The rule: "The value metric is the unit of value that aligns with how the customer gets value." — Patrick Campbell. If your pricing unit doesn't align with value, you're leaving money on the table.
📈 Type 1: Per USE
The customer pays for how much they use. It grows with usage.
Examples:
$0.01/email enviado · $0.10/API call · $1/GB almacenado · $0.001/mensaje
✅ Pros: Aligns with value received. Scales naturally. Low risk for the customer.
❌ Contras: Unpredictable revenue. The customer can limit usage to save money.
👤 Type 2: Per USER
The customer pays for how many people use the tool.
Examples:
$10/user/mo · $29/seat/mo · $99/team of 5
✅ Pros: Predictable revenue. Easy to understand. Scales with the team.
❌ Contras: Penalizes large teams. Customers can share accounts.
🎯 Type 3: Per OUTCOME
The customer pays for the outcome they get.
Examples:
$50/lead generated · $100/close · $5/conversion · 5% of revenue
✅ Pros: Maximum value alignment. The customer only pays if it works.
❌ Contras: Hard to measure. Variable revenue. Requires tracking.
💡 Which one to choose? If your customer gets value from usage → per use. If they get value from the team → per user. If they get value from outcomes → per outcome. Most successful SaaS use a combination.
Does your pricing align with your value metric?
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