Pricing and packaging, from a first business model to AI agents
The Pricing work group takes on pricing in group chats, from a first business model and SaaS tiers to AI features. Members also cover what gets people to pay at a paywall and how to move existing customers to a new price.
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Questions Answered
Retainers, project fees or upside: pricing consulting work
Pick the fee by the shape of the work, and add a performance component only once the metric, the baseline and the client's part are written down.
Choosing a business model while a startup or community is young
Find the behavior that creates value, put the charge where it does the least damage to it, and test with real buyers before you commit.
Setting a per-transaction fee: flat, percentage or volume tiers
Charge for a completed transaction customers see as value, size the fee against the work the platform takes on, and judge it by what customers do after the first paid transaction.
Taking a pricing proposal to the executive team
Put the decision on the first slide, show the evidence and the exposure account by account, and ask for a staged test with agreed stop rules rather than a full rollout.
Designing SaaS tiers around a value metric
Choose the value metric before you draw tiers, start from Good-Better-Best, and plan for the packaging to change.
Tearing down a competitor's pricing, and the business behind it
List what the competitor charges and how its plans step up, then work out why: the value metric, where the revenue sits and whether a high price pays for sales or is margin.
Pricing AI features and agents by the work they do
Bill for a unit customers can understand and verify, check it against the cost of serving heavy users, and let people finish a real task before they pay.
Moving existing customers to new pricing, one cohort at a time
Simulate each account's first bill under the new model, prove the model on new buyers, then move existing customers in cohorts with notice and a fallback.
Sizing a free trial to the time retained customers need
Measure how long retained customers take to reach the paid value, treat 14 days as a starting test for simple self-serve products, and compare lengths on revenue and retention at the same cohort age.
Where a paywall should stop people, and what it should offer
People pay when the wall stops them partway through a job they care about and offers to sell them the thing they're stuck on.
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Pricing
