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 | $30 per extra 1,000 |
| Events | Pageviews and tracked actions | $40 per extra 10,000 |
| AI runs | Questions asked of the analyst | $20 per extra 100 |
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 in fixed blocks beyond the allowance, rounded up per billing period. 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 gets 30 a month, at most 5 a day; paid tiers get a larger monthly allowance.
- Overage
- What you pay beyond the plan allowance, in fixed blocks rounded up per billing period, 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.