Should a B2B app be priced per seat, per device or per location?
The pricing unit decides how easily buyers can say yes and how you grow inside accounts.
- Per user or per device?
- What about shared devices?
- How do we price large companies?
Match the unit to how the app is used and budgeted. Per seat fits named users on personal devices. Per device fits shared tablets or kiosks. Per location fits retail, restaurants or sites. Keep quotes simple, offer tiers for features and volume, and make it easy to add seats or locations as accounts grow. Track expansion revenue.
Options
| Unit | Fits | Watch out |
|---|---|---|
| Per seat | Named users | Shared logins |
| Per device | Shared devices | Many devices per user |
| Per location | Sites, stores | Very different site sizes |
| Flat tiers | Simple buying | Big accounts underpay |
How we look at it at ShoutEx
We help design pricing pages and quotes. Team pricing and usage versus seat pricing go deeper.
- Unit unrelated to value.
- Complex quotes.
- No path to add seats.
- Big accounts on small plans.
- Unit matches use.
- Simple quotes.
- Easy expansion.
- Expansion revenue tracked.
What developers and the app stores say
Here is what founders say.
Distribution through Apple Business Manager affects how companies buy.
Read Apple's page →Community summaries describe recurring themes in public threads, not individual posts. Vendor pages describe vendor claims, so test them on your own calls.
Read next
Go deeper in the ShoutEx guides, or check the sources behind this answer.
We'll help design pricing and quotes.
Book a call →Follow-up questions
Should B2B apps bill through the stores?
Often not. Many invoice directly.
Annual or monthly?
Annual for companies, usually.
Minimum seats?
Common for small plans.