pricing

Choose a value metric by asking whether customers get more value as they use more of that unit. Common options include per user, per usage, per contact, per transaction, or flat fee, and the right one aligns price with value delivered and scales as the customer grows.

Start with the $10/$100/$1,000 rule of thumb based on who your customer is, then pick a model from the eight core options: flat, usage, tier, user, feature, credit, outcome, or hybrid. Treat the first price as a learning bet rather than an optimization.

Ask respondents four questions about prices that are too expensive, too cheap, expensive but acceptable, and a bargain. Plot the cumulative distributions and use the intersections to find the acceptable price range and optimal pricing zone, ideally with 100-300 respondents.

Raise prices when conversion is very high, churn is very low, or significant value has shipped since the last change. Test on new customers first, roll out to 5-10% of existing customers in waves, communicate months ahead, and offer a generous transition option.

Run the paste test: give the pricing URL to a browsing-capable AI and ask for the plans and prices. If it cannot answer, your prices are likely locked in an image, rendered only by JavaScript, or hidden behind Contact us, and you should add text prices and Product/Offer schema.

Use freemium when the product has network effects, low marginal cost, and clear upgrade triggers. Use a free trial when the product needs time to demonstrate value, involves setup investment, or targets higher price points with buying committees.