Pawel Huryn
129 lines
4.5 KiB
Markdown
129 lines
4.5 KiB
Markdown
---
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description: Design a pricing strategy — models, competitive analysis, willingness-to-pay estimation, and pricing experiments
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argument-hint: "<product or pricing question>"
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---
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# /pricing -- Pricing Strategy Design
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Build a pricing strategy from first principles: analyze pricing models, estimate willingness to pay, benchmark against competitors, and design pricing experiments.
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## Invocation
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```
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/pricing SaaS project management tool moving from free to paid
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/pricing Should we switch from per-seat to usage-based pricing?
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/pricing [upload competitor pricing pages or current pricing data]
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```
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## Workflow
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### Step 1: Understand the Pricing Context
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Ask:
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- What is the product? What value does it deliver?
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- Current pricing (if any): model, price points, packaging
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- What's the trigger? (new product, pricing change, competitive pressure, growth stall)
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- Target customer profile and their budget context
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- Any constraints? (contractual obligations, market expectations, competitive positioning)
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### Step 2: Analyze Pricing Models
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Apply the **pricing-strategy** and **monetization-strategy** skills:
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Evaluate applicable models:
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- **Flat-rate**: Simple, predictable — best for commoditized products
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- **Per-seat/user**: Scales with adoption — best for collaboration tools
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- **Usage-based**: Aligns cost with value — best for infrastructure and API products
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- **Tiered**: Captures different willingness to pay — best for segmented markets
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- **Freemium**: Drives adoption — best for products with network effects
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- **Hybrid**: Combines models — best for complex products with multiple value levers
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For each relevant model: pros, cons, fit for your product, revenue projection approach.
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### Step 3: Competitive Pricing Analysis
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Using web research:
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- Benchmark pricing against 3-5 competitors
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- Identify pricing model patterns in the category
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- Note pricing trends (e.g., shift from per-seat to usage-based in B2B SaaS)
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- Find pricing page screenshots and data points
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### Step 4: Willingness to Pay Estimation
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If the user has survey data or customer feedback:
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- Apply Van Westendorp analysis (if data available)
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- Segment willingness to pay by user type
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If no data:
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- Estimate based on value delivered, competitive anchoring, and market norms
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- Design a willingness-to-pay survey the user can run
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### Step 5: Generate Pricing Recommendation
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```
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## Pricing Strategy: [Product]
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**Date**: [today]
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**Current pricing**: [if applicable]
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### Recommended Model: [Model Name]
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**Why this model**: [rationale tied to product value delivery]
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### Pricing Structure
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| Tier | Price | Includes | Target Segment | Key Limit |
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|------|-------|---------|---------------|-----------|
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### Free / Trial Strategy
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[What's free, what's gated, conversion triggers]
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### Competitive Benchmark
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| Competitor | Model | Price Range | Positioning |
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|-----------|-------|-----------|------------|
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### Revenue Projections
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| Scenario | Assumptions | Year 1 ARR | Year 2 ARR |
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|----------|-----------|-----------|-----------|
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| Conservative | [X] | [Y] | [Z] |
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| Expected | [X] | [Y] | [Z] |
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| Optimistic | [X] | [Y] | [Z] |
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### Migration Plan
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[If changing pricing: how to transition existing customers]
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- Grandfathering approach
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- Communication plan
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- Timeline
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### Pricing Experiments
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| Experiment | What We're Testing | Method | Duration |
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|-----------|-------------------|--------|----------|
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### Risks and Mitigations
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| Risk | Likelihood | Impact | Mitigation |
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|------|-----------|--------|-----------|
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### Key Metrics to Track
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- Conversion rate by tier
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- Average revenue per user (ARPU)
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- Upgrade/downgrade rates
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- Churn by price sensitivity
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- Price elasticity signals
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```
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Save as markdown.
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### Step 6: Offer Next Steps
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- "Want me to **create a monetization strategy** with alternative revenue models?"
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- "Should I **run a market scan** to validate pricing assumptions?"
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- "Want me to **draft customer communication** for the pricing change?"
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- "Should I **design the A/B test** for pricing experiments?"
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## Notes
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- Pricing is the most powerful lever for revenue growth — a 1% improvement in pricing typically has 3-4x the impact of 1% improvement in customer acquisition
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- Value-based pricing always beats cost-plus — start from customer value, not your costs
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- The best pricing is simple to understand and predictable for the customer
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- Freemium only works if free users generate value (network effects, word of mouth, marketplace liquidity)
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- Always design a migration path for existing customers — pricing changes that alienate your base destroy trust
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