Subscription floors with usage overages, committed spend plus variable revenue.
The specific contract structure that gives CFOs a predictable floor and growth teams expansion leverage. How to set the commit, design rollover credits, and schedule true-ups.
HubSpot's contacts model is a masterclass in hybrid pricing: tiers for features, usage for scale, expansion that feels natural. Why 46% of SaaS companies ended up here.
Hybrid pricing combines a predictable subscription base with usage-based overage charges. The subscription provides revenue stability and a committed floor; the usage component captures expansion. HubSpot, Slack, and many enterprise SaaS companies use hybrid models.
Set a committed monthly or annual spend floor that covers expected usage, then charge per-unit overage above the commitment. The commitment gives the CFO budget certainty; the overage gives your growth team expansion revenue without renegotiating the contract.
For most B2B SaaS, hybrid pricing — a platform fee or seat-based subscription plus metered usage — offers the best of both worlds. It provides predictable base revenue while capturing value from high-usage customers. Pure usage-based is better for infrastructure products; pure subscription works for collaboration tools.