pricing-strategy

Pricing Strategy

Workspace Context

Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.

Operating Contract

This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.

Expert guidance on SaaS pricing, value metrics, tier structure, pricing research, and monetization.

Before Starting

Gather: product type, target market (SMB/mid-market/enterprise), GTM motion (self-serve/sales-led/hybrid), primary value delivered, competitive pricing, current conversion rate and ARPU, pricing goals (growth vs. revenue vs. profitability).

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Pricing Fundamentals

Three axes: Packaging (what's in each tier) + Value metric (what you charge for) + Price point (the amount).

Core principle: 1% improvement in pricing = 11% improvement in profit (McKinsey). Price to value, not cost.

Value-based pricing: Price between the next best alternative and perceived value. Cost is a floor, not a basis.

Perceived value of your solution: $1,000
Your price:                        $500  ← capture value here
Next best alternative:             $300  ← your floor
Your cost to serve:                 $50

Value calculation template:

Time savings: [hours/week × hourly rate × 52]
Revenue impact: [additional deals × deal value × 12]
Cost avoidance: [errors prevented × cost per error × 12]
Total annual value: $____

Suggested price: $[10% of value] – $[20% of value] / year