Pick the value metric before you pick the price
Placeholder Author · · 7 min read
Almost every painful pricing conversation we join starts in the wrong place: the number. The number is the last decision, not the first.
A good value metric is three things
- Understandable — a customer can predict their bill
- Aligned — it grows as they get more value, not just bigger
- Measurable — you can bill on it without a support ticket
Seats fail the second test constantly. A team of five power users can extract far more value than fifty occasional logins, and per-seat pricing quietly punishes the customers who love you most.
If your best customers feel clever about how little they pay you, your value metric is wrong.