We don’t talk enough about how SaaS pricing breaks after 10–50 customers

I’ve been noticing something weird while watching early SaaS teams scale.

Pricing works fine in the first 10–20 customers.

Then around 30–50, it starts to quietly break.

Not because pricing is “wrong”
but because the value story starts splitting

small customers want simplicity + low cost

early adopters want flexibility

mid-size customers want “custom justification” for buying internally

Same product. Same pricing page. Completely different expectations.

And suddenly founders are spending more time explaining pricing than improving product.

Feels like at some point SaaS stops being what should we charge?
and becomes what complexity are we willing to absorb in how we charge?

Curious if others saw this transition point — or solved it cleanly?