Tag

pricing-packaging

pricing-packaging 3 min read Free

Pricing and Packaging Series #10: AI Changes Pricing Models, Not Pricing Principles

There is a running debate in monetization circles about whether AI changes everything about pricing or whether it's just a new technology that follows the same rules as every other technology. The answer is: both are true, and the distinction matters. AI is genuinely changing the economics of
pricing-packaging 3 min read Free

Pricing and Packaging Series #9: Pricing Changes Are Operational Changes

Every company will eventually need to change its pricing. The product evolves. The market evolves. The customer base evolves. Pricing that made sense three years ago may not make sense today. The question is not whether to change pricing — it's how to change it without creating churn, internal
pricing-packaging 2 min read Free

Pricing and Packaging Series #8: Value Communication Is Part of the Pricing System

A buyer who likes your product still has to carry the purchase through someone else's scrutiny. Their manager asks why this tier. Finance asks why now. Procurement asks why this vendor. At renewal, the CFO asks what changed because of the spend. If the buyer cannot answer those
pricing-packaging 2 min read Free

Pricing and Packaging Series #7: Pricing Changes the Company, Not Just the Revenue Line

A pricing change rarely stays inside the pricing page. Raise the base fee, add usage overages, move a feature into enterprise, or tighten discount authority, and the company immediately has new work: sales has to explain the change, finance has to forecast it, product has to support it, and customer
pricing-packaging 2 min read Free

Pricing and Packaging Series #6: Enterprise and Self-Serve Are Different Packaging Problems

The most common monetization mistake that grows companies make is trying to serve enterprise and self-serve customers from the same pricing page. It's understandable — you don't want to maintain two commercial systems, the product is mostly the same, and it feels more efficient to have one
pricing-packaging 2 min read Free

Pricing and Packaging Series #5: Discounts Are Usually Telling You Something

There is a standard discount conversation that plays out in companies across every industry. A deal is stuck. The rep says: "If we could just get to 20% off, we could close this." The manager approves it. The deal closes. Everyone moves on. The discount is recorded in
pricing-packaging 2 min read Free

Pricing and Packaging Series #4: Seat, Usage, Hybrid, Outcome: The Model Tradeoffs

There is a recurring debate in monetization design that usually goes the same way: someone declares that per-seat pricing is dead and usage-based pricing is the future. Then someone else points out that usage-based pricing creates revenue volatility that makes forecasting impossible. Then someone suggests outcome-based pricing as the neutral
pricing-packaging 2 min read Free

Pricing and Packaging Series #3: Your Price Metric Is Doing More Work Than You Think

If you asked most founders or product leaders to write down their pricing model, they'd give you something like: "we charge per seat, $50 per user per month." If you pushed them on why per seat, the answer is usually: "it's standard,"
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