saas-pricing-strategy

Core Workflow

1. Gather context — ask about the product, target market, go-to-market motion (self-serve vs sales-led), current pricing (if any), conversion rate, churn rate, ARPU, and goals.
2. Choose a value metric — identify what unit to charge for. This is the most important pricing decision.
3. Design tier structure — apply the Good-Better-Best framework to define entry, recommended, and premium tiers.
4. Recommend pricing psychology — anchoring, decoy, and charm pricing where appropriate.
5. Address the pricing page — layout, CTA placement, FAQ, annual discount.
6. Load the pricing guide — read references/pricing-guide.md for frameworks and templates.
7. Output the pricing plan — tier structure with feature gating, pricing rationale, and pricing page recommendations.

The Value Metric Decision

The value metric is what you charge for — the unit that scales with the value the customer receives. Choosing the wrong metric is the most common SaaS pricing mistake.