Price a B2B SaaS in Morocco based on the value it creates for the customer, not on your development cost. Start from the concrete gain you deliver, pick a simple pricing unit, offer three tiers and invoice in dirhams. Then test with real customers, because your first price is almost always a hypothesis that needs correcting.
Start from value, not from cost
The most common mistake is to add up costs, add a margin and announce a price. The customer instead compares your price with what the problem costs today: lost hours, errors, missed sales, late payments.
Ask five to ten prospects how they solve the problem now and what it costs them. Their answers give a realistic order of magnitude, far more reliable than benchmarking against international tools built for different markets.
- How much time or money does your tool save?
- What is the current alternative: Excel, WhatsApp, a contractor, foreign software?
- Who makes the buying decision and what budget can they approve alone?
Choose the model and the pricing unit
A monthly or annual subscription remains the clearest model. The unit should grow with the value received: per user, per location, per volume of documents or per activated module. Avoid units customers cannot predict.
In Morocco many SMEs prefer an annual commitment paid by bank transfer, sometimes with a reasonable discount. It helps your cash flow, but only offer a discount when it serves a clear goal.
- Per user: simple, but discourages wide adoption.
- Per site or branch: suited to retail and networks.
- Usage-based: fair, but less predictable for the customer.
- Flat fee with modules: easy to expand over time.
Build three readable tiers
Three offers are usually enough: an entry plan to try the product, a target plan for most customers and an advanced plan for more demanding organisations. The middle tier should be the one you want to sell most.
Differentiate tiers by features and limits that match customer size, not by artificial details. Offer a trial or a framed pilot phase, because buying software often requires trust.
Local invoicing: dirhams, VAT and payment methods
Invoice Moroccan customers in dirhams, with a compliant invoice and the applicable VAT. For customers abroad, choose a stable currency and clarify who bears exchange fees. Have your tax treatment validated by a chartered accountant.
Accept the payment methods your customers actually use: bank transfer, local bank card, sometimes cheque. Set up automatic reminders and clear payment terms, because late payment is a common B2B risk.
Frequently asked questions
Should I show prices on my website?
For a simple product aimed at SMEs, showing prices reduces pointless back-and-forth. For a complex offer, at least show a range or a starting price.
Should I invoice in dirhams or euros?
For Moroccan customers the dirham is the natural choice. Euros or dollars can suit foreign customers, as long as you define clearly how currency exchange is handled.
When should I raise prices?
When customers accept without negotiating, when you add real value or when your service costs rise. Give notice in advance and protect existing customers for a defined period.