We launched three tiers six months ago and the middle one gets maybe 5% of conversions.
Starting to think it’s only there to push people toward our premium plan. Anyone else seeing similar patterns with their pricing structure?
Just kill it if nobody wants it honestly.
Middle tiers work when they solve a real problem for specific users. If no one is picking it, your basic and premium plans may be too far apart. Check your user data to see what people actually need that falls between those plans. Usage limits sometimes work better than feature differences for making that middle option attractive.
Your middle tier’s probably priced wrong or positioned badly. I’ve had success pricing the middle option at 60-70% of premium. Don’t just split the difference between basic and premium. Also check your feature gaps. If basic already covers most people’s needs and premium has everything, nobody picks middle. Move one solid feature from premium down to middle and watch your conversions change.
Had this exact issue with a productivity app two years ago. Our middle tier was stuck at 8% conversion for months.
We were treating it like a stepping stone instead of its own product. So we changed the messaging to target 3-5 person teams specifically and bumped the user limits to match.
Conversions jumped to 23% within a month. The middle tier wasn’t a decoy anymore - it found its actual customer segment.
But if you can’t find a real audience for it, just drop it. Choice overload confuses people.