B2B SaaS Pricing Diagnostic — Quantify Revenue Leakage

i. About the business

Current ARR

£

Total paying customers

ii. Tier signals

Look at your two end tiers — the lowest paid plan and the highest. We diagnose two types of structural leakage from how customers are using them.

Lowest tier price

£

Per month, per customer

Highest tier price

£

Per month, per customer

Lowest-tier customers using like a higher-tier customer

Heavy users, high engagement, complex use cases — but still on the entry plan.

Top-tier customers hitting usage ceiling with no overage charged

Routinely exceed plan limits, but the model has no overage mechanism.

Advanced — adjust ranges if you have data

Underpricing gap (Leak 1) 25–75%

Default range: underpriced customers are paying 25–75% less than right-fit pricing across the gap between current and top tier. Range derived from B2B SaaS pricing audit observations and ProfitWell willingness-to-pay research showing 23% average ARPU uplift from WTP-calibrated pricing.

Overage capture rate (Leak 2) 15–40%

Default range: overage value typically represents 15–40% of base subscription value for usage-based B2B SaaS. Based on OpenView usage-based pricing research and Paddle consumption pricing benchmarks.

Pricing-driven share of churn (Leak 3) 25–40%

ProfitWell research attributes ~30% of B2B SaaS churn to pricing-related causes; Paddle's 2022 study found 40% of churned customers cited "too expensive for the value provided." The 25–40% range brackets these findings.

iii. Churn signal

Pricing-driven churn is rarely logged as such — it's typically misattributed to "competitive loss" or "no decision."

Total customers churned in the last 12 months

Total churn count — the calculator applies the 25–40% pricing-driven share automatically.

Revenue Leakage Quantifier