Start with the model that aligns price with the customer outcome, can be explained in one sentence, and is practical to test with early customers.
Work through it
Identify the unit of value
Determine whether customers value access, usage, completion, savings, placement, or expertise.
Map the buyer
The user, buyer, and beneficiary may be different people.
Price a conversation
Test a concrete offer with a real number instead of asking what someone might pay.
Keep operations visible
Understand what must happen each time revenue arrives.
Common mistakes
- Copying competitor pricing blindly
- Offering too many plans
- Ignoring delivery cost