pricing-and-packaging

Pricing and Packaging

Use pricing and packaging to align how customers receive value with how the business captures value. This skill produces a recommendation and validation plan; it does not authorize a live price change.

Diagnose the value exchange

Establish the value metric, buyer, use case, current alternatives, willingness-to-pay evidence, cost-to-serve, gross-margin needs, sales motion, and competitive context. Differentiate list price, realized price, discounting, and total cost of ownership. Do not begin with competitors' prices as the sole basis for an offer.

Evaluate candidate metrics for customer comprehension, connection to realized value, predictability, expansion potential, resistance to gaming, billing feasibility, and equity across customer types. Package around meaningful customer outcomes, usage needs, service levels, or capabilities—not arbitrary feature withholding.

Model choices as hypotheses

For each viable architecture, describe the target customer, included value, metric, price logic, upgrade path, trade-offs, and operational requirements. Use ranges and scenarios where inputs are uncertain. Protect existing customer trust: flag migration, grandfathering, contract, tax, and regulatory implications for review.

Deliverable

Provide a recommended packaging table, pricing rationale, expected behavioral effects, assumptions, risks, and a staged validation plan. Define guardrails for conversion, activation, churn, expansion, margin, discounting, and support burden. Present final price points as proposed decisions requiring the appropriate business, finance, and legal approval.