There is a dead zone in most SaaS pricing. It sits between your highest self-serve tier and your smallest talk-to-sales deal. A buyer ready to spend more lands in it and finds no way to. So they churn down, or they never expand. Jason Lemkin calls it the pricing gap, and one company he cites lifted revenue about 15 percent by filling it. The other half of the problem is comp. Seat pricing and bookings comp both assume the buyer commits up front. More of your market now wants to pay as it uses. Close the gap with a tier, then point comp at consumption.
Read time: about 5 minutes. First step runnable Monday morning.
Mark the gap between your top self-serve tier and your smallest sales-led deal. Then pull your last ten lost or downgraded deals. Count how many died in that gap. These are buyers who wanted to give you more money and could not without a sales call. That is not a conversion problem. It is a packaging problem, and it is costing you expansion you already earned.
Start here: open your pricing page and your last ten lost or downgraded deals. You need your current tiers and the close-lost or downgrade reason for each deal.
Ignore this week: the full pricing overhaul, the consumption-billing migration, and the new tier names. They come after you can see how many deals the gap is killing.