SaaS Pricing Consultants: Best & Worst Options

What if the SaaS pricing consultants you've been ignoring could tell you more about your churn in a single conversation than your analytics dashboard has in the last six months?

I was recently talking to my team about the sheer number of SaaS founders who come to us convinced they have a churn problem, when really they have a pricing problem.

The product is fine and the market wants it… but the pricing model is pushing the wrong customers through the door, and no cancellation flow in the world will fix that upstream misalignment.

Pricing is the highest-leverage decision you'll make in your SaaS business, and most founders treat it like an afterthought.

They pick a number that "feels right," launch, and then spend the next 18 months wondering why churn won't budge!

Meanwhile, their cancellation flows are collecting data that could actually answer the question for them... if they knew where to look.

The ones who get it right usually had help, but finding the right help is its own challenge.

Not all SaaS pricing consultants are created equal and some will genuinely set you back.

I'm going to walk you through what actually works, what doesn't, and how the data from your cancellation flows can make any consultant engagement dramatically more effective.

After scrolling through this article, if you feel relieved at the thought of finally having a clear cancellation flow that uncovers why customers are churning, take that as your cue to move forward with Raaft.

Why Are Founders Suddenly Hiring SaaS Pricing Consultants?

SaaS pricing tells potential customers who your product is for, what kind of commitment you expect, and whether you understand their business.

Get it wrong and you'll attract customers who…

• Churn fast
• Undervalue your product
• Never convert from a free trial

You're balancing acquisition costs against lifetime value, thinking about plan tiers, deciding whether to charge per seat or per usage, figuring out where to put your freemium wall if you have one... and all of this while trying to run a company. It's a lot!

Among the top 500 SaaS and AI companies with transparent pricing, there were more than 1,800 pricing changes in 2025 alone, averaging about 3.6 changes per company.

This includes updates to pricing, packaging (like feature tiers), credits models (which surged 126% YoY), and more, making 2025 the year when pricing became far from static.

A good SaaS pricing consultant can change the trajectory of a business.

The problem is that the market for pricing consultants is full of people who are very good at sounding authoritative but not always at producing results.

You need to know the difference.

SaaS Pricing Advice Can Cost You More Than You’d Save

Let me start here, because I see these mistakes constantly with early-stage SaaS operators who come to us after a bad experience.

Slide Deck Merchants

These are smart, credentialed people who have done good work in consulting generally, but SaaS pricing has nuances that don't translate from traditional business models.

Recurring revenue, expansion MRR, net dollar retention... these metrics represent a fundamentally different relationship between a business and its customers, and a consultant who doesn't live and breathe this stuff daily will give you generic frameworks that sort of apply but miss the specifics of your situation.

The deliverable is usually a polished slide deck with a pricing matrix and some competitor benchmarks.

What it won't tell you is…

• How your pricing affects your trial-to-paid conversion.
• Where customers are churning because of frustrations they never shared.
• How a small change to your annual discount structure could improve cash flow.

Those insights can only come from SaaS-specific experience.

One-Worksheet Wonders

There are people selling pricing courses and templates disguised as consulting engagements.

They'll walk you through their “methodology” and “worksheets” step-by-step.

The output looks thorough and often feels validating because it confirms a lot of what you already suspected.

The issue is that frameworks are built for the median case and your business isn't the median case!

Your product's actual value drivers require genuine analysis.

I've always found that the consultants most attached to their own frameworks are the ones least interested in actually understanding your specific situation.

One-Hit Wonders

Someone helped a company raise prices by 40% and it worked. Now they're a pricing consultant!

X is flooded with these people…

I’m not questioning whether their experience was real.

The problem is that one success doesn't mean they understand why it worked or how to replicate it across different contexts.

They'll apply the same playbook regardless of whether it fits, because it's the only one they have.

Here’s What You Want In A Pricing Consultant…

After seeing enough pricing decisions play out, I can tell you that the best SaaS pricing consultants share a handful of traits that separate them from the rest.

Here's what to look for...

People Who Live Inside The Numbers

The best pricing consultants for SaaS companies spend most of their time inside SaaS businesses.

They know the difference between usage-based and seat-based pricing, not just in theory, but from watching how each model plays out in practice across different customer segments and sales motions.

Names worth researching in this space include Madhavan Ramanujam, whose work on monetization strategy is very rigorous.

I also recommend the team at Simon-Kucher & Partners, who have a dedicated SaaS practice.

These aren't cheap, but the ROI calculation on good pricing advice is pretty clear… a 10% improvement in average revenue per user compounds aggressively over time.

The Scar Tissue Crowd

There's a growing group of fractional executives and advisors who've been revenue leads or heads of growth at SaaS companies and now work with multiple businesses at once.

I've noticed that these people often provide more practical value than formal consultants because their advice is grounded in having actually made pricing decisions with real consequences, rather than having observed them from the outside.

The key question to ask is whether they've personally owned pricing decisions.

Sure, it’s great if they’ve consulted on them, but there's a meaningful difference between recommending a change and being accountable for what happens when it goes live.

The Goldmine You're Already Sitting On

This is the most underused pricing resource most SaaS companies have.

When customers cancel, they often tell you exactly what went wrong, including pricing.

"Too expensive" as a cancellation reason is easy to dismiss as a negotiating tactic, but when you see it alongside "switched to a competitor" and "not enough features for the price," patterns start to emerge that should directly inform your pricing decisions.

At Raaft, we see this data across a lot of SaaS businesses.

It's striking how often pricing friction shows up in ways founders don't expect.

Customers who chose "too expensive" are often on your highest-priced plan but weren't getting the value from features that justified the tier.

That's an onboarding and feature adoption problem dressed up as a pricing issue.

A good cancellation flow captures this nuance in ways that a consultant working from the outside can't.

You need cold, hard data to really understand why customers are leaving.

Raaft makes it ridiculously easy to capture cancellation reasons from customers as they head for the exit door.

The tool doesn’t leave any room for vague answers.

You’re going to get clear, actionable information that you can use to refine your pricing and plans.

I’m seeing a lot of SaaS teams using Raaft to test discounts on customers.

For instance, if a customer wants to cancel their subscription, Raaft’s cancellation flows can suggest special discounts to keep them onboard.

Raaft will help you learn from exiting customers and prevent many of them from walking away completely.

These Are The Questions You Need To Ask…

A few things worth testing before you sign anything…

Ask them to explain why their last client’s pricing change worked (not just that it worked). Vague answers about value alignment are a red flag. Good consultants can trace specific changes to specific outcomes.

Ask what they need to see before making any recommendations. If they want to start with your customer acquisition cost and expansion MRR, they are thinking about the right things. To see what competitors charge, they will anchor your thinking to the market instead of your actual value.

Ask whether they have ever recommended against a price increase, and what their reasoning was. The best pricing advice is not always charge more. Sometimes the right answer is restructuring and a consultant who only has one direction of travel will miss important opportunities.

I Want You To Have Better Data & Better Outcomes

Even the best SaaS pricing consultant is limited by the quality of your data.

If you don't have a systematic way to capture why users churn, what plans they were on, and how they responded to price-based offers during the cancellation flow, you're asking your consultant to work blind.

This is exactly what Raaft’s cancellation flow tool is designed to capture.

When a customer tries to cancel, Raaft presents them with targeted offers based on their plan and cancellation reason, while recording feedback that feeds directly into your product and pricing decisions.

A customer who's offered a discount and stays is worth understanding. Then, on the opposite end of the spectrum, a customer who declines and leaves is equally valuable if you know why.

What I see is SaaS businesses using structured cancellation flows consistently having richer pricing data to work with than those that don't.

By the time they engage a pricing consultant, they’re actually giving them some solid data to work with.

That changes the quality of the engagement entirely, because the consultant is working from evidence rather than assumptions!

Using Raaft for cancellation flows is the best way to make sure your internal data is actually telling you something useful. You can book a demo or get started for free.