Packaging and tiers for startups under 20 people
How under-20-person startups get packaging and tiers live without hiring — the specific version of the playbook designed for constraint.
The under-20-person version of packaging and tiers is not a diluted enterprise playbook. It is the shape of the offer that channels buyers into the right plan with different constraints: no headcount, no politics, and no time to be wrong for long.
Own it personally as a founder or lean-in operator for the first quarter. Hiring a specialist too early replaces context with process.
Pick one channel, one trigger, one message. Two of anything at this stage is too many and none of them will work.
Instrument average contract value by tier in a spreadsheet if you have to. Legibility beats sophistication under 20 people.
The startup-specific trap is three tiers labelled small, medium, large that mean nothing, usually because a well-meaning advisor points at what worked at their $50m company. Ignore.
Budget rules: whatever you spend on tools, spend the same on the person operating them. Under-tooling is fine; under-humaning is not.
A working packaging and tiers function at 15 people is a genuine moat — most competitors of that size do not have one, and the discipline carries forward as the company grows.
Frequently asked questions
Pricing — answered
- Can a five-person team run packaging and tiers?
- Yes, if the founder owns it. The lower headcount, the more concentrated the ownership.
- What is the smallest useful packaging and tiers setup?
- One channel, one trigger, one message, and a spreadsheet tracking average contract value by tier.
- Should we hire a specialist for packaging and tiers?
- Not in the first quarter. Own it personally until the model is proven.
- What common advice should startups ignore?
- Anything derived from a company more than 10x larger. Constraints differ.
Growth Broker editorial
Filed under pricing