We launched at ₹999/month flat. Mistakes:

Arjun Mehta

Founder @ Shiftbase Labs (B2B SaaS for shift scheduling) | Ex-PM | Building in public

1 Oct 2026 Founders Circle India

We launched at ₹999/month flat. Mistakes: 1. Flat pricing meant a 3-person clinic and a 40-location retail chain paid the same. 2. Monthly billing = 9% monthly churn. Annual with a 2-month discount cut it to 3%. 3. No onboarding fee. Onboarding took 6 hours of our time per customer. Now: per-location pricing, annual by default, paid onboarding for 10+ locations. Revenue per customer up 3.4x, churn down by two-thirds. Indian SMBs will pay. They just need to see the ROI in their own numbers.

7 reactions3 comments

Comments

Myra Chawla1 Oct 2026

The per-location insight is great. Value metric > seat metric for this kind of product.

Sara Kapoor1 Oct 2026

And the paid onboarding actually made customers more committed. People value what they pay for.

Riya Agarwal1 Oct 2026

Would love to hear how you sold the annual plan. That's a big ask for small businesses.