Most micro-SaaS founders price their white-label tenants by feel — a number that "sounds reasonable" given the competition. That instinct loses you 30-40% of revenue. Here is the model we use, validated on three years of data across 6,400 FieldServo tenants.
Why most white-label pricing leaks money
White-label SaaS lives in an awkward middle. Your direct customer is the operator, but the operator's customer is who actually generates the value (the booked job). Most pricing models capture only one of those two and leave the other on the table.
The fix is not raising prices. The fix is choosing a unit of value that scales with the operator's success without forcing them to think about per-unit costs every time they hire a crew.
Three pricing models, ranked
Per-seat
Charge per active user per month. Simple, predictable, defensible. But it disincentivises the operator from giving access to admin staff who would actually drive better outcomes. Recommended floor for B2B FSM: $25–$40/seat for Starter tiers, $60–$80 for Pro.
Per-crew
Charge per active crew (a working unit of one or more technicians). Better aligned to value because it grows with the operator's business. Friction: you have to define "active" — we use ≥1 dispatched job in the last 30 days.
Per-job hybrid
Charge a small platform fee plus a per-job surcharge. Highest revenue ceiling, but only works if your platform offers true marketplace value (lead routing, automated invoicing, SMS at scale). Most micro-SaaS should not start here.
Our recommendation
For most white-label FSM products on CodeCanyon, start with per-seat for the first 12 months, then layer per-crew as a usage-based tier. Avoid per-job until you have proven retention.
Setting the price anchor
The single most important number you pick is your anchor — the middle tier's price. Customers do not evaluate prices in absolute terms; they evaluate against the anchor. Set it too low and your top tier looks expensive. Set it too high and your bottom tier looks cheap.
Heuristic that has worked for us: pick a number where the customer's break-even is one billable hour of their highest-skill technician. For most service businesses that puts the anchor between $65 and $95 per seat per month.
Designing for expansion
The pricing model has to encourage expansion. Three patterns that consistently lift NRR above 115%:
- Volume discounts at round numbers — a 15% discount at 10 seats reads as "team plan" even if it is just math
- Feature gates that align to operator maturity — recurring contracts in Pro, SSO in Enterprise — never gate the AI dispatch core
- Annual billing discounts of 15–20% — operators with annual contracts churn at one-third the rate
Closing
Pricing is the highest-leverage knob in micro-SaaS. Most founders touch it once at launch and never again. Re-evaluate every six months against actual cohort behaviour, not against your own intuition or your competitors' page.