The start of a new year is a great opportunity to assess your B2B pricing strategy. Review your current pricing method and B2B payments process, and make adjustments as needed.
B2B price adjustments can:
- Improve cash flow and boost revenue
- Reduce churn and improve customer retention
- Reflect changes to your B2B SaaS offerings
In this post, we’ll break down how to plan price adjustments as you enter a new year, how to improve your B2B payments, and how to power growth with B2B buy-now-pay-later (BNPL) and invoice financing.
Pricing SaaS in 2025
Our Pulse of SaaS V industry report showed reassuring growth throughout the industry after the downturn. Both vendors and buyers should continue to have improved purchasing power, cash flow, and liquidity, which will change the B2B SaaS pricing landscape as 2025 progresses.
At the start of a new year, it’s essential to ensure that your current pricing strategy remains relevant and effective, and that the need for your product remains the same. Reassessing your B2B pricing strategy will help your company make key decisions surrounding pricing, and help maximize revenue, reduce waste, and build long-lasting, sustainable customer relationships.
Ensure a strong market fit
Market fit is the fundamental building block upon which a pricing strategy can be built. Without excellent market fit and market demand, a product won’t last for long. Even if you’ve already conducted rigorous market demand testing, it’s worth taking a second look at the beginning of every year to ensure that the market continues to have an appetite for what you have to offer.
If you notice that the market is trending in other directions, consider offering additional services that can help you meet the needs of your customers.
Work within the current market environment
Pricing adjustments should always reflect the market environment, the demand for your product, and the value your product has to offer. As you plan price adjustments for 2025, reviewing market reports, industry reports, and general trends can be a starting point.
Being prepared for 2025 can involve tracking industry predictions, making best-practice checklists, and reviewing key takeaways from years prior.
Develop a strong pricing strategy
A strong pricing strategy will be based on several factors, including:
- Costs and margins
- Market research
- Your ideal customer
- Product value
Is your current pricing strategy working for you? If not, the start of a new year is a great opportunity to reconsider your pricing strategy. We’ve broken down the building blocks of a strong pricing strategy in more detail here.
Reduce churn and retain clients by offering B2B BNPL
Regardless of what pricing strategy you choose to use – tiered, usage-based, or something else – B2B BNPL can be a great tool to help with revenue growth.
Buy-now-pay-later, or BNPL allows vendors to meet buyers where they’re at by offering flexible payment terms. Flexible payments allow buyers to pay in installments, making annual subscriptions and pricier tiers more accessible. Even when upfront payment isn’t an issue, some buyers may wish to remain more liquid in the day-to-day and opt for monthly payments over a single lump sum.
B2B BNPL allows buyers to close their own deals faster and at higher ACV while simultaneously accelerating sales cycles. Using a BNPL platform can have a positive ripple effect across several key metrics, including Customer Acquisition Cost (CAC), CAC Payback, and even marketing budgets.
Offering your customers flexible payment terms with a B2B BNPL platform can also reduce churn and increase customer retention. Even if a customer is able to pay full ACV upfront one year, they may not be able to do the same in later years. Retain their business by offering B2B payment options that work for their budget.
Most importantly, a good B2B BNPL partner will pay you full ACV upfront, allowing you to power growth internally with cash – no waiting for your customer’s monthly payments to come through. A B2B BNPL platform such as Capchase Pay manages underwriting, invoicing, and collections on your behalf behind the scenes.
Navigate common B2B payment issues
B2B BNPL can also help solve common B2B payment issues. The most common issues with B2B payments include:
- Late payments – over 50% of invoices are overdue!
- Failed credit card payments
- Billing cycle disputes
Capchase Pay automates billing, reducing human error and saving time. Additionally, Capchase offers flexibility in how buyers can pay – with credit card, ACH transfer, and more options available, providing a more intuitive and convenient checkout experience.
Finally, Capchase Pay allows customers to select flexible payment terms during checkout – it seamlessly integrates with your CRM. Whether your customer has a tight budget or simply wants to remain liquid in the present day, Capchase Pay can be the final push your customer needs to close.
Power future growth with invoice financing
B2B BNPL isn’t just for SaaS buyers – it’s also for SaaS vendors.
A BNPL platform can help SaaS vendors:
- Close faster and at higher ACV
- Push stalled deals through the finish line
- Boost revenue and improve overall metrics
- Improve the customer experience long-term
But that’s not all that a B2B BNPL platform has to offer. BNPL platforms like Capchase Pay can help power growth from the inside out with invoice financing – we give you full ACV on Day 1, allowing you to invest in essential growth levers, product development, and marketing costs while we manage billing behind-the-scenes.
Building a future of sustainable growth with Capchase Pay
Ready to learn more about how Capchase Pay can help your company close more deals, grow revenue, and receive growth financing? Take a look at Capchase Pay here.
