Pricing Strategy Framework

PRICING FOUNDATIONS

Pricing Model Options

PRICING MODEL ASSESSMENT

MODEL OPTIONS:
☐ Per-seat/user pricing
  Best for: Collaboration tools
  Pros: Predictable, easy to understand
  Cons: Limits adoption within accounts

☐ Usage-based pricing
  Best for: API, data, compute
  Pros: Aligns with value, low barrier
  Cons: Revenue unpredictability

☐ Tiered packaging
  Best for: Feature differentiation
  Pros: Upsell path, segmentation
  Cons: Complexity, version confusion

☐ Flat-rate pricing
  Best for: Simple products
  Pros: Simple, predictable
  Cons: Leaves money on table

☐ Hybrid model
  Best for: Complex products
  Pros: Flexibility, optimization
  Cons: Harder to communicate

SELECTION CRITERIA:
Value driver alignment: ___/5
Sales enablement ease: ___/5
Customer preference: ___/5
Revenue predictability: ___/5
Growth potential: ___/5

Value Driver Analysis

Value Driver	Customer Impact	Price Sensitivity	Weight
Time savings		High/Med/Low	%
Revenue increase		High/Med/Low	%
Cost reduction		High/Med/Low	%
Risk mitigation		High/Med/Low	%
Strategic value		High/Med/Low	%

---

STRATEGY DEVELOPMENT

Pricing Strategy Canvas

PRICING STRATEGY

OBJECTIVE:
☐ Maximize revenue
☐ Maximize market share
☐ Maximize profit margin
☐ Competitive positioning
Primary: _______________

TARGET SEGMENTS:
Segment 1: _______________
  Price range: $_____ - $_____
  Key value drivers: _______________

Segment 2: _______________
  Price range: $_____ - $_____
  Key value drivers: _______________

POSITIONING:
☐ Premium (20%+ above market)
☐ Competitive (within 10% of market)
☐ Value (10-20% below market)
☐ Disruptive (50%+ below market)

PRICE POINTS:
Entry: $_____ /unit
Core: $_____ /unit
Premium: $_____ /unit

COMPETITIVE RESPONSE:
If competitor undercuts: _______________
If competitor increases: _______________

---