SaaS · pricing page
"We've added pricing tiers and conversion went down."
This was a B2B SaaS pricing page after a redesign that added a third tier. Conversion to free-trial signup dropped 22% in three weeks.
What we found
- The three tiers compressed the visual hierarchy. The "Most Popular" middle plan was no longer the loudest thing on the page.
- The CTA copy was identical on all three plans ("Start free trial"). No variation to nudge toward the recommended one.
- The feature list comparing the tiers had 23 rows. The original had 9.
- The headline switched from outcome-focused ("Cut your X by half") to feature-focused ("Three plans for every team size"). They lost the lede.
Fix this week: Restore the original headline. Re-emphasize the middle plan with size, color, and a "Recommended" tag. Trim the comparison table back to 9 rows or fewer. Expect conversion to recover within two weeks.