Some telecom operators offer a free Cloud PBX with a few features to try. As usual, such operators primarily sell telephony and provide a free service as an additional advantage to stand out. If clients need a more robust Cloud PBX system, they purchase advanced features.

Example

3CX offers a free phone system with limited features, but the company also has other pricing plans for different B2B buyer personas. In this case, new clients can try a service for free and then upgrade their plan, which is a common strategy among Cloud PBX providers.

Pros

• Scalable client base: It's easier to attract new customers with a free service. Your offering can quickly become popular, especially with in-demand features. You can then nurture these customers into paid plans.
• Easy test: For testing an MVP, a freemium model is a great way to learn what features potential customers prefer, making UX research easier.

Cons

• Lost revenue: People love freebies. You will spend resources supporting customers who pay you nothing, which directly impacts your profitability.
• Unprofitable positioning: Your service will be positioned as "free," so some clients may never intend to pay.

The freemium model is best for companies that don't sell Cloud PBX as a main service. If you aim to be a professional Cloud PBX provider, you should focus on other models.

This model offers one pricing plan for all subscribers. You can create a single package with all possible features, making the prospect's only decision whether to purchase your plan or choose another provider. This model offers a very clear Cloud PBX cost.

Example

A company might set a single price, like $59.99, for all standard features, including call transfer, voicemails, and IVR, with no add-ons.

Pros

• Easy to choose: Customers click "Pay" and get everything. This simplicity can appeal to a less knowledgeable audience.
• Easy to implement: Operators don't need a complex pricing calculator; they only need to set one price, simplifying the sales process.

Cons

• Broad target audience: One package rarely satisfies every company. Some need basic call recording, while others require advanced Cloud PBX solutions with CRM integrations.
• Lost revenue: A B2B client using many complex features for a low flat rate can lead to revenue loss, as the cost of support may exceed the subscription fee.

Flat-rate pricing can be suitable for companies aiming to test an MVP because there’s no need to analyze competitors thoroughly and create different buyer personas. In other cases, it will be hard to attract a lot of subscribers and scale the Cloud PBX service with only one package. To offer a professional service, you should focus on models with different pricing plans.

This model involves creating multiple packages or calculating bills based on used storage, features, or other measurable points. The more a customer uses the Cloud PBX service, the more they pay.

Example

SIPcity, a VoIP provider, specified many packages with only differences in the number of local numbers and SIP channels. Customers will see all packages and find out the approximate number of numbers and SIP channels that best suit them. Free Cloud PBX features are also included in every plan.

Pros

• Clarity for customers: Prospects see exactly what they pay for. If their needs grow, they can select a package with more capabilities.
• Saved revenue: Providers won't lose money on customers who use the service heavily, making this a better model than freemium or flat-rate for managing Cloud PBX cost.

Cons

• Overwhelming for newbies: Various packages can confuse users. Explaining the details can be challenging for sales reps.
• Possible sticker shock: Inaccurate estimates can lead to unexpectedly high bills and customer churn.

As a rule, usage-based pricing suits companies that sell other telecom services primarily and want to retain existing subscribers. For telecom operators that want to make a Cloud PBX service a main, it will be harder to attract new customers because the positioning based on only usage isn’t clear for end customers. Focusing on sought-after features and forming plans based on competitive advantages is much better.

In this case, companies form a few packages with additional parameters, letting users find their best fit. Most Cloud PBX providers offer three or four pricing plans targeting different B2B buyer personas, from Cloud PBX for small business to enterprise.

Example

Nextiva offers Essential, Professional, and Enterprise plans. Each further package has all the features of the previous one and adds new features. Moreover, potential customers can choose the number of users and combine it with plans — as a result, they get a unique pricing package designed for specific needs.

Pros

• Different buyer personas: A tiered Cloud PBX service is beneficial for small teams and large enterprises, ensuring revenue isn't lost.
• Upselling clarity: If a user’s current plan is insufficient, it's easy for them to upgrade to the next level.

Cons

• Overwhelming for clients: Too many customizable options can be challenging to navigate for clients who are not knowledgeable about Cloud PBX systems.
• Hard to implement: This model requires deep market analysis to understand what features different buyer personas need most.

Though tiered pricing requires thorough market analysis and complicated implementation, it will scale the service and increase revenue. As for the number of packages, it’s better to create three or four plans and highlight the most popular. If you form fewer, it will be harder to attract new buyer personas, and if you create more, various packages can confuse users.

Besides, you can offer an annual billing with a significant discount, which benefits both sides. This approach can help you get upfront resources and survive a financial crisis (as it was during the COVID-19 pandemic).

This model means customers pay a fixed price per employee. You can set one price per user or form packages that scale with the number of users.

Example

A VoIP provider might offer an "Essential Phone System" at €14 per user per month, with discounts for a higher number of users.

Pros

• Clarity for customers: Clients simply choose the number of employees and can start using the Cloud PBX phone system.
• Predictable revenue growth: With clients paying a fixed amount for a set number of users, you can more accurately forecast revenue.

Cons

• Account sharing: Some companies may purchase only one shared account for their staff, leading to revenue loss.
• Lack of value: This model focuses on user count, not the competitive advantages or features of your Cloud PBX service.

The problem with this model is the same as with the usage-based pricing. Instead of focusing on Cloud PBX advantages and competitive characteristics, this model highlights the secondary points that won’t attract customers effectively.

Here, companies offer a basic package with minimal features and sell other features as add-ons. They set different Cloud PBX pricing for each distinct feature.

In this case, companies may have a basic package with a minimal set of features and offer add-ons or sell completely distinct features. They specify different pricing for each feature and sell them separately.

Example

OnSIP provides a basic phone system package with essential functionality and offers the option to purchase separate features such as auto attendant, enhanced music on hold, call recording, etc. Customers can customize their plans with such possibilities.

Pros

• Specific target audience: You can target expert customers by allowing them to create a unique plan for their specific needs.
• Heavy features compensation: You won't lose revenue from unexpectedly high usage of advanced, resource-intensive features.

Cons

• Lack of motivation: When sales reps sell features separately, they may feel unmotivated by the small revenue from each individual sale.
• Can overwhelm customers: When prospects see too many features to choose from, they may decide your service is too complex and move to a competitor.

Offering features out of packages is good only when you have experienced sales reps who understand a cloud PBX service perfectly. As a rule, companies choose this model if they have knowledgeable product experts ready to train their staff regularly. Otherwise, it’s much better to form packages with sought-after features — this will help your reps get a positive sales experience without deep expertise.