Three tiers. Nobody buys the top one.

A premium tier that never sells is either the most efficient thing on your price list or a quiet admission that you guessed. The difference is diagnosable.

By Steve 5 min read
Abstract bridge artwork for Three tiers. Nobody buys the top one.

A packaged offer with three tiers is now close to a default in professional services, software, agencies, maintenance contracts and installed products. And in a large share of those businesses, the same pattern shows up when someone finally counts: the entry tier picks up the price-sensitive tail, the middle tier takes the overwhelming majority of volume, and the top tier sells almost never. Sometimes literally never. The instinct is to treat that as a failure and either cut the top tier or discount it into the range where it starts…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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