Pricing Strategy

Description

Guides pricing decisions, packaging, and monetization strategy for SaaS products. Covers model and value metric selection, Van Westendorp and MaxDiff pricing research, three-tier Good-Better-Best structure with anchor ratios, in-product upsell trigger mapping, discount frameworks, and a price increase playbook with churn monitoring.

What this skill does

1. 1Selects the right pricing model (flat rate, tiered, usage-based, hybrid) and value metric (per seat, per usage, per record) based on product type and GTM motion.
2. 2Runs Van Westendorp price sensitivity research to find the acceptable price range and optimal price point from survey data.
3. 3Structures a three-tier pricing page using the Rule of 3 with anchor pricing ratios (3-4x between tiers) and feature gating recommendations.
4. 4Maps upsell triggers to in-product moments — usage limit hit, locked feature click, 30-day active streak — with upgrade prompt copy.
5. 5Produces a price increase playbook with communication timeline, grandfathering rules, annual lock-in offer, and 90-day churn monitoring plan.

When to use

• You are setting pricing for the first time and need to choose a model, value metric, and three-tier structure.
• Your free-to-paid or trial-to-paid conversion is below 15% and you want pricing page and packaging recommendations.
• You want to raise prices and need a communication plan, grandfathering policy, and churn monitoring approach.
• You need a discount framework that tells your sales team when to discount, by how much, and what to offer instead.

Tools used

Frequently asked questions