Key takeaways
- Price in local currency where you can: AED for the UAE, PKR for Pakistan.
- Use separate price books, not just a currency conversion.
- Offer local payment methods — cards alone are not enough in Pakistan.
- Build tax into billing from day one.
Two markets, two buyers
The UAE and Pakistan both want software that saves time, but they buy differently. Many UAE businesses expect card or bank-transfer billing in AED with a VAT invoice. Pakistani buyers are often more price-sensitive and more likely to pay by bank transfer or mobile wallet. A single global price rarely suits both.
Separate price books, same product
Keep one product and one feature set, but maintain a price book per market:
- set each price in local currency, not converted from dollars;
- round to numbers that look natural locally;
- review prices once or twice a year, especially where exchange rates move.
This avoids "why is it cheaper over there?" conversations, because each market sees only its own prices.
Plans that make sense
Three tiers work for most B2B SaaS:
- Starter — one team, core features, self-service.
- Growth — more users and integrations; the plan you expect most customers to buy.
- Business — multi-company, advanced controls, priority support.
Charge on the measure that matches the value customers get: users, companies, messages or documents. Offer a discount for annual payment; it improves your cash flow and reduces churn.
Payments and invoicing
- UAE: cards and bank transfer, with proper tax invoices in AED.
- Pakistan: cards plus bank transfer and local wallets, with invoices in PKR.
- Automate reminders and failed-payment retries; involuntary churn from expired cards is avoidable.
Tax from day one
Your billing system should calculate and show tax correctly for each customer. For UAE customers, a VAT-registered supplier generally charges 5% VAT. Pakistani customers may be subject to sales tax on services, which is administered by the provinces and federal territory, so rules differ by location. Get advice before launch rather than fixing invoices later.
Test, then commit
Launch with a small group of customers in each market, watch conversion and churn for a few months, then adjust. Pricing is never finished, but the structure — separate price books, clear tiers, local payments — should be right from the start.
FAQ
Should I price in US dollars?
Dollars suit international customers, but local currency usually converts better. Show AED to UAE visitors and PKR to Pakistani visitors where your billing system supports it.
Do I need to charge VAT on SaaS sold to UAE customers?
A VAT-registered UAE supplier generally charges 5% VAT on SaaS supplied to UAE customers. Treatment of exports and foreign customers depends on the facts, so confirm with a tax adviser.
About the author
Zubair Akbar
Chartered Accountant, Group CFO and FTA-approved Tax Agent (TAAN 20059440) with 16+ years in audit, tax and finance across the UAE and Pakistan.
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