How Many Pricing Tiers Should B2B SaaS Have in 2027?
Three or four. Most B2B SaaS companies publish three to four plans, and that is the right default unless you sell several products or have clearly different buyer segments. Pick the smallest number of tiers that maps to genuinely different buyers, not the number that looks balanced on a pricing table.
The best public data is the SBI (Price Intelligently) report The State of B2B SaaS Pricing in 2024: 34% of surveyed companies have three plans, 27% have four, and 22% have six or more. It is a 2024 report and no newer tier-count figure was found, so treat it as the latest published benchmark rather than a 2027 number.
The pricing pages of well-known SaaS vendors point the same way. HubSpot, Slack, Notion, Zoom, Jira and Asana each list four plans. Salesforce Sales Cloud is the outlier with six editions. This page is a research summary, not pricing advice for your specific product.
What the survey data says about plan counts
SBI built its report from financial data on approximately 34,000 software companies in ProfitWell Metrics and a survey of 760 B2B SaaS leaders. On plan counts it reports the distribution below.
- One plan1% of surveyed companies
- Two plans7%
- Three plans34% (33.6% in the report text)
- Four plans27% (26.5% in the report text)
- Five plans10%
- Six or more plans22%
The report says too many plans risk confusing the buyer, while too few box people into plans they are not suited for. Source: SBI, State of B2B SaaS Pricing in 2024.
What big SaaS vendors actually publish
Counting the plans on public pricing pages (read October 28, 2026) shows how well the three-to-four pattern holds, even at companies with enormous customer bases. Pages change often, so confirm before you rely on any of this.
- HubSpot Marketing Hub4 plans: Free, Starter, Professional, Enterprise. On the pricing page, Professional starts at $800/mo and Enterprise at $3,600/mo.
- Slack4 plans: Free, Pro, Business+, Enterprise+ (contact sales). See slack.com/pricing.
- Notion4 plans: Free ($0), Plus ($10 per member per month), Business ($20), Enterprise (custom pricing). See notion.com/pricing.
- Zoom Workplace4 plans: Basic, Pro, Business, Enterprise. Pro is listed at $14.16 and Business at $18.33 per user per month billed annually. See zoom.us/en/pricing.
- Atlassian Jira4 plans: Free, Standard, Premium, Enterprise, per the Jira pricing page.
- Asana4 plans: Personal ($0), Starter, Advanced, Enterprise (contact sales), plus an Enterprise+ add-on tier in the comparison table. See asana.com/pricing.
- Salesforce Sales Cloud6 editions: Free Suite, Starter Suite, Pro Suite, Core, Advanced, Max. See the Sales pricing page.
Notice the shape: a free or entry plan, one or two paid plans for teams, and a top plan where the price is custom, contact-sales or carries a high floor. Counted that way, four is the common structure for these vendors. That is a read of seven pages, not a statistical sample.
When three tiers is enough
SBI says the good-better-best model, used by 41% of companies, is the most common packaging strategy, and that smaller startups are more likely to keep it to three tiers. Its reasoning is that a company with a single core product line solving a limited set of use cases should keep packaging streamlined and understandable for the buyer.
The report also says most companies below $10M ARR have three to four plans covering a single product, and advises early companies to focus on core functionality because too many plans up front leave buyers unsure where they belong.
When four or more tiers make sense
The vendor pages above show a common reason for a fourth tier: a free plan for adoption, then team plans, then an enterprise plan sold through sales. Slack, Notion, Zoom and Jira each reach four plans that way, judging by their published plan names.
Six or more plans tends to follow a larger or multi-product business. SBI says to consider going multi-product above $10M in ARR and that it becomes critical above $100M ARR. Salesforce, with six listed editions, is an example of a large vendor with many tiers.
A practical way to decide
- Start from buyers, not slots. Add a tier only when a distinct group of buyers needs something the nearer tier does not give them.
- Default to three or four plans. That matches the survey majority and the large-vendor pages above.
- Keep the top tier custom. Slack, Notion, Asana, Zoom and HubSpot sell their top plan through contact-sales, custom pricing or a high starting price.
- Review often. SBI reports that over 94% of pricing leaders update pricing and packaging at least once per year, so treat your tier count as a setting to revisit.
- Test with your own data. No published study proves a universal best number for your product; run pricing research on your own customers before a big change.
Questions people ask
How many pricing tiers should a B2B SaaS company have?
Three or four is the safe default. In the SBI 2024 survey, 34% of companies had three plans and 27% had four. Sell more only when you have multiple products or clearly different buyer segments. Source: SBI report.
Is it three, four or five tiers in 2027?
No 2027 benchmark has been published that we could find. The latest data located is the SBI 2024 survey, where five plans was reported by 10% of companies, versus 34% for three and 27% for four.
Does a free plan count as a tier?
On the pricing pages it appears as one of the listed plans. HubSpot, Slack, Notion, Jira and Asana each list a free plan alongside paid plans, so a common four-plan page is free plus three paid or contact-sales plans.
What is good-better-best pricing?
A packaging model with an entry, a middle and a top plan. SBI found it is the most common B2B packaging strategy, used by 41% of companies.
When should a SaaS company add more tiers?
SBI associates six or more plans with maturing, multi-product companies, and says to consider going multi-product above $10M ARR. Adding tiers earlier risks confusing buyers about where they belong.
Sources
- SBI / Price Intelligently: The State of B2B SaaS Pricing in 2024 · Plan-count distribution, good-better-best share, ARR guidance
- HubSpot Marketing Hub pricing · Four plans and starting prices
- Slack pricing · Four plans
- Notion pricing · Four plans and per-member prices
- Zoom pricing · Four Workplace plans
- Atlassian Jira pricing · Free, Standard, Premium, Enterprise
- Asana pricing · Personal, Starter, Advanced, Enterprise
- Salesforce Sales Cloud pricing · Six editions
Plan names and prices were read from the linked pages on October 28, 2026 and change often. The survey data is from a 2024 report; no 2027 tier-count study was found. This is research, not pricing or financial advice.
Top photo: Alan Cleaver from Whitehaven, United Kingdom / CC BY 2.0 via Wikimedia Commons