Pricing

Price is what you pay and value is what you get.

Diagrams | Matrices | Thinkers

Establish value to the customer, not the cost base plus a notional amount. Pricing is positioning made numeric — get the position wrong and no formula saves you.

Dig Deeper

• Pricing Algorithm — Five-step procedure from anchor to validation, with a worked Berley Trails example showing where algorithm output diverges from positioning premium

Context

• Business Principles — Unit Economics and Value Capture constrain every price
• Strategy — Set position before setting price
• Sales Operations — Where price meets the prospect
• Persuasion — Price anchoring and framing
• Demand Driven Sales — The job the buyer is hiring you for

Links

• Pricing is a Positioning Problem

Questions

If price is what you pay and value is what you get, how do you measure the gap between them?

• What does your essential algorithm route — and does the price reflect the routing intelligence or just the output?
• When the matrix shows a high disruption score but low density, does that justify premium pricing or prove the market doesn't exist yet?