Module 9
Pricing and packaging
Five tiers, three meters, and the confusion that costs deals.
After this module: You can size a prospect to the right tier live on a call, explain overage without sounding like an upsell, and know when to route to Enterprise.
The five tiers
Pricing is on monthly unique visitors. Everything else follows from that number.
| Plan | Price | Visitors | Events | AI runs | Seats | Recordings |
|---|---|---|---|---|---|---|
| Free | $0 | 300 | 2,000 | 1 per day | 1 | No |
| Starter | $19 | 1,000 | 10,000 | 100 / mo | 1 | No |
| Growth | $79 | 3,000 | 50,000 | 500 / mo | 3 | 7 days |
| Scale | $199 | 10,000 | 150,000 | 1,500 / mo | 5 | 30 days |
| Business | $499 | 50,000 | 750,000 | 5,000 / mo | 10 | Unlimited |
Above Business it is Enterprise — custom, unlimited, and a conversation rather than a checkout. Extra seats on any paid tier are $19 each.
Check yourself
Three meters, and the conversation that goes wrong
Three things are counted. Only one of them causes trouble.
| Meter | What it counts | Overage |
|---|---|---|
| Unique visitors | Distinct people per month | $15 per extra 1,000 |
| Events | Pageviews and tracked actions | $3 per extra 1,000 |
| AI runs | Questions asked of the analyst | $0.05 each |
Unique visitors is the one to be careful with. A person visiting ten times counts once. If a prospect quotes a number from a tool that counts sessions, or worse "hits", they will land on the wrong tier and the correction later is unpleasant.
Overage is opt-in. With it on, the customer is never blocked and pays per unit beyond the allowance. With it off, they hit a soft limit and upgrade. Either is fine — but note that overage is priced deliberately above every tier’s effective base rate, so staying under-planned is never the cheaper move.
Route to Enterprise when volume exceeds Business, or when the shape of the deal changes: procurement, a security review, custom terms, or an unusual data arrangement. Do not try to squeeze that into Business — you will lose time and probably the deal.
Check yourself
Worth remembering
- Five self-serve tiers from Free to Business at $499, then Enterprise.
- Three meters: monthly unique visitors (the headline), events, and AI runs.
- Unique visitors means distinct people — not sessions, not pageviews. This is where pricing conversations go wrong.
- Extra seats are $19 each. Overage is priced above every tier’s base rate, so staying under-planned is never cheaper.
- Route to Enterprise when volume exceeds Business, or when procurement, security review or custom terms appear.
Words that came up
- Unique visitor
- One person in a calendar month, however many times they visit. The headline billing meter.
- Event
- A pageview or a tracked action. There are always far more events than visitors.
- AI run
- One question asked of the analyst. Free is capped at one per day; paid tiers get a monthly allowance.
- Overage
- What you pay per unit beyond the plan allowance, if the customer switches it on rather than being blocked.
Do this before moving on
Reading about a demo is not the same as having given one.
- 1Size three real companies with the calculator below and say the recommendation out loud.
- 2Explain the difference between visitors, sessions and pageviews in one sentence, without notes.
- 3Work out what a prospect on 12,000 visitors would pay on Scale, including two extra seats.