Pricing Skill
Develop effective pricing strategies and monetization models. Master value-based pricing, tier design, and revenue optimization.
Pricing Models
Freemium
Free Tier:
- Basic features
- Limited usage (100/month)
- Community support
Paid Tier ($X/month):
- All features
- Unlimited usage
- Priority support
Metrics:
- Free-to-paid conversion: 2-5%
- Time to convert: 7-30 days
Subscription (SaaS)
| Tier | Monthly | Annual | Features | |------|---------|--------|----------| | Starter | $29 | $290 | Basic | | Pro | $99 | $990 | + Analytics | | Business | $299 | $2990 | + API | | Enterprise | Custom | Custom | + SLA |
Usage-Based
Pricing Formula:
Base fee + (Usage × Per-unit rate)
Example (API):
$49 base + ($0.001 × API calls)
Pricing Strategy
Value-Based Pricing
Formula:
Your Price = (Customer Value Delivered) × (Capture Rate)
Example:
Customer saves $100K/year with your product
You capture 10% = $10K/year price
Price Sensitivity Analysis
Van Westendorp Method:
- At what price is this too expensive?
- At what price is this too cheap?
- At what price is this expensive but worth it?
- At what price is this a bargain?
Unit Economics
Key Metrics
LTV = ARPU × Gross Margin % / Churn %
Example:
$100 ARPU × 80% GM / 5% churn = $1,600 LTV
CAC Target: LTV/3 = $533 max CAC
Payback: 12 months max
Revenue Forecasting
Month | New MRR | Churn | Net New | Total MRR
------|---------|-------|---------|----------
1 | $10K | $0 | $10K | $10K
2 | $10K | $0.5K | $9.5K | $19.5K
3 | $12K | $1K | $11K | $30.5K
...
Troubleshooting
Yaygın Hatalar & Çözümler
| Hata | Olası Sebep | Çözüm | |------|-------------|-------| | Low conversion | Price too high | A/B test lower price | | High churn | Wrong segment | Re-segment, adjust ICP | | Revenue flat | No upsell path | Add expansion revenue | | Margin low | Cost structure | Optimize, raise prices |
Debug Checklist
[ ] LTV/CAC ratio > 3 mi?
[ ] Payback period < 12mo mu?
[ ] Gross margin > 70% mi?
[ ] Pricing tested with customers mi?
[ ] Competitor pricing analyzed mi?
Recovery Procedures
- Low Conversion → Price sensitivity research
- High Churn → Customer exit interviews
- Flat Revenue → Upsell/expansion strategy
Learning Outcomes
- Design effective pricing models
- Calculate unit economics
- Analyze price sensitivity
- Optimize monetization
- Forecast revenue impact