I Analyzed Over 140 Black Friday SaaS Deals—Here’s What I Discovered About BFCM Deal Structures
#BFCM just wrapped up, and we’ve been busy at Emailvendorselection. This year, we shared over 140 of the best #SaaS deals in 2024, from social media tools to email marketing platforms. (P.S. If you hurry, some deals are still live—check them out at emailvendorselection.com )
But I didn’t stop there. I dug deeper into these deals to uncover trends and lessons SaaS businesses can learn from. If you’re planning next year’s BFCM strategy, here’s what you need to know.
1. 50% Discounts Lead the Pack
Among the deals analyzed, 39 offered exactly 50% off, making it the most popular discount % by far. Discounts in the 30%–50% range accounted for the majority of offers.
Why? Probably because it hits the perfect balance: it’s significant enough to grab attention without feeling like you’re undervaluing your product
Here’s how other discounts compared:
Discounts in the 10%-25% range were also quite common.
Outliers like 90% (yes, that’s real!) and combo discounts (e.g., 90%, 75%, 50%) are rare but bold moves that can attract serious attention.
🛠️ Takeaway: If you're unsure about your discount structure, the 30%-50% range is a solid starting point. But if you’re feeling adventurous, consider a “wow” discount (like 75%+) for maximum impact—just make sure it aligns with your margins.
2. Shorter Deals Pack a Punch
The length of your deal matters almost as much as the discount itself.
Short deals (3–15 days): Higher discounts are more common, using urgency to drive quick decisions.
Medium deals (16–30 days): Discounts start to dip here as companies balance urgency with exposure.
Long deals (31+ days): Discounts drop further, averaging 20%-30%. Prolonged visibility is the main goal here, but the sense of urgency diminishes.
🛠️ Takeaway: Use shorter deals to create urgency and drive quick conversions. Longer deals can sustain interest but may require additional strategies like bundling or exclusive add-ons to maintain momentum. Just don’t stretch a 90% deal over two months—it might signal desperation rather than value.
3. Simplicity Wins in Deal Types
Most deals focused on one clear discount percentage, like 50%, rather than multiple tiers or overly complex structures. This straightforward approach makes it easier for customers to decide.
That said, some businesses went creative with combo offers, layering multiple percentages (e.g., 50%, 75%, 90%) to cater to different buyer personas or products.
🛠️ Takeaway: When in doubt, stick with a single discount percentage. If you go for a combo deal, make it crystal clear who benefits from each tier. Confused customers don’t convert.
Final Thoughts
Every business is different. Use these insights as a guide, but don’t be afraid to experiment.
What kind of deals worked for your business this BFCM? Or what deals were you most attracted to? Let’s discuss!
