The traditional three-tiered pricing model for SaaS products is flawed, as it assumes a linear relationship between price and value, when in reality the value each customer gets from using the product varies greatly along a spectrum. This approach can lead to customers falling into predetermined buckets with limited access to features, creating an artificial difference between what they get and how much they pay. To price well, companies should focus on capturing the unique value their customers receive across different usage patterns, rather than following industry standards. By doing so, businesses can create a pricing structure that incentivizes desired behaviors and ultimately leads to increased customer satisfaction.