Serving both enterprise and SMB with one pricing page is killing your conversion

This is the most common pricing mistake I see in early-stage SaaS: one pricing page trying to convert a $25k/yr procurement team and a $49/mo solo founder at the same time.

The buyers are different in three ways that matter:

Decision timeline. SMB converts in hours to days. Enterprise takes 30-120 days. Same page, same urgency framing — you're optimizing for one and confusing the other.

Value metrics. SMB cares about time saved and features available. Enterprise cares about compliance, SLAs, seat management, and ROI justification for a procurement committee. These are not the same conversation.

Price anchoring. $99/mo feels expensive to a bootstrapped founder. It feels free to an enterprise team with a $2M software budget. If your page leads with $99, enterprise will wonder what they're missing.

The fix isn't a "Contact us for enterprise pricing" CTA bolted onto your SMB page. It's figuring out which segment you're actually optimizing for right now, and building the pricing page for them.

If your ACV is under $5k, you're SMB. Build for that buyer. If it's over $15k, you need a sales motion, not a self-serve page.

The segment split guide with ACV thresholds: https://docs.rightsuite.co/guides/enterprise-vs-smb-pricing/