From zero to one million ARR: the boring truth
Three founders who crossed one million in annual recurring revenue on what actually moved the needle: a narrower customer, a longer sales call and a monthly ritual nobody talks about.
Pricing is positioning
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Show notes
Pricing is positioning
Most early pricing pages are written by engineers at midnight. This episode is about fixing that.
- Anchor the plan you want people to buy
- Price on the value metric, not the cost metric
- Put an enterprise tier on the page before you have an enterprise customer
"Your price is the first thing a customer learns about how you see yourself."
Resources
- The value metric worksheet
- Three pricing pages worth copying
Transcript
Pricing is positioning
A pricing lead walks through the three changes that turned a product people liked into one they paid for: anchor plans, usage tiers and the enterprise line nobody expected to sell.
Pricing is positioning
Most early pricing pages are written by engineers at midnight. This episode is about fixing that.
1. Anchor the plan you want people to buy
2. Price on the value metric, not the cost metric
3. Put an enterprise tier on the page before you have an enterprise customer
"Your price is the first thing a customer learns about how you see yourself."
Resources
- The value metric worksheet
- Three pricing pages worth copying
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