One of the most common structural pricing mistakes in SaaS: trying to serve both enterprise and SMB customers with a single pricing tier structure. The result is a page that's too expensive for SMB and too cheap for enterprise, with neither segment feeling like the product was designed for them.
The challenge is real. Enterprise customers pay more because they need more — more security, more integrations, dedicated support, compliance certifications, custom SLAs. SMB customers need simplicity, self-service, and predictability. These are genuinely different products at different price points.
The split approach that's working:
Separate landing experiences. Your marketing site routes SMB visitors to a self-serve pricing page with clear tiers, free trials, and credit card payments. Enterprise visitors are routed to a sales-oriented experience with case studies, ROI calculators, and "talk to us" CTAs. Different messaging, different expectations, different conversion paths.
Pricing page for SMB, "talk to us" for enterprise. Don't show enterprise pricing on a public page. Enterprise deals involve scope discussions that a pricing page can't capture. Show enough to establish you're in the right category, then gate on conversation.
SMB tiers that top out below enterprise entry. Your highest self-serve tier should be priced in the range where a procurement conversation becomes inevitable. When SMB accounts grow to the point where they need enterprise capabilities, that's the natural transition trigger.
Clear upgrade criteria. Make it explicit when a customer should move from self-serve to enterprise: typically when they need SSO, advanced security, multiple departments, or custom integrations. This reduces the awkward "you've outgrown our pricing model" conversation.
Segment your pricing like you segment your product. One size fits neither.