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Pricing · checked 11 November 2026

Price from the value the customer gets, with your cost as the floor, and set the first price nearer the ceiling than the floor.

Find the floor (the cost of one unit plus a share of fixed costs, with GST added on top) and the ceiling (what the customer's current alternative costs them), then treat the first number as a test and raise prices for new customers first. For SaaS, choose the value metric before the number and build tiers around customer segments, not features. In India, price Indian customers in rupees with GST shown and keep a separate dollar list for buyers abroad.

The steps 52 answers

  1. How do I price my very first product when I have no idea what to charge? Starting Up
  2. How do I price a SaaS product? GTM
  3. How do I set my price once I actually know my costs, what margin should I be targeting? D2C
  4. How do I keep pricing and promotions consistent across D2C, marketplaces and offline without a price war with myself? D2C
  5. How do I test pricing and willingness to pay before launch, with AI's help? How Founders Use AI
  6. How do I decide how much to charge for my product? Starting Up
  7. What is a value metric and why does it matter for pricing? Starting Up
  8. How many pricing tiers should I have and how should I package them? Starting Up
  9. Am I charging too little for my product? Starting Up
  10. How do I raise prices without losing my existing customers? Starting Up
  11. How should I price for the Indian market versus global customers? Starting Up
  12. How do I actually run a pricing conversation on a sales call without freezing when they ask 'what does it cost'? Starting Up
  13. Should I put my prices on my website or hide them behind a 'contact sales' form? Starting Up
  14. What is a fair way to price when I'm selling to a mix of small startups and large companies with the same product? Starting Up
  15. How should I price my very first paying customers when I have no track record and the product is half-built? Starting Up
  16. Is a lifetime deal a smart way to get early cash, or am I mortgaging my future revenue? Starting Up
  17. How do I decide between charging a monthly subscription versus a one-time fee for my product? Starting Up
  18. For an Indian B2B SaaS, should I price and invoice in rupees or dollars? Starting Up
  19. How do I run a real pricing experiment to test a higher price without tanking my signups? Starting Up
  20. My biggest customer is asking for a custom price and features nobody else wants. Do I say yes? Starting Up
  21. How do I set up an annual plan discount without training everyone to just wait for the cheaper option? Starting Up
  22. When does usage-based pricing beat a flat monthly plan, and how do I keep customers from fearing a surprise bill? Starting Up
  23. How should I think about a free tier versus a free trial when I'm just trying to get people to pay? Starting Up
  24. How should I think about pricing so my unit economics actually work, instead of guessing a number and hoping? Starting Up
  25. How do I price my product so it's actually profitable from the first customer, not just cheap enough to win the deal? Starting Up
  26. How do I price my product so I'm actually making money and not accidentally selling below cost? Starting Up
  27. How do I price a new D2C product when I have no direct competitor to benchmark against? D2C
  28. Should I price the same on my own website and on Amazon, Flipkart and Zepto? D2C
  29. How much can I discount before I train my customers to wait for the next sale? D2C
  30. How do I raise prices without losing customers or crashing conversion? D2C
  31. What pricing psychology actually works for D2C - charm pricing, bundling, anchoring? D2C
  32. How should I price differently across categories - F&B vs supplements vs electronics? D2C
  33. I have no idea what to charge. How do I pick a first price? GTM
  34. What is a value metric and why does everyone say it matters more than the number? GTM
  35. How do I design tiers so buyers pick the right plan and grow into the next one? GTM
  36. How do I find out what customers will actually pay without just asking them? GTM
  37. Should I price in rupees for India and dollars for everyone else? GTM
  38. Buyers always ask for a discount. How much do I give, and how do I stop it eating my ARR? GTM
  39. How do the best companies raise prices without losing customers? GTM
  40. AI is breaking per-seat pricing. What are the best companies charging for now? GTM
  41. Free trial, freemium, or demo first? How do I pick which door people come through? GTM
  42. Should I bill monthly or annually when I am small and every rupee of runway counts? GTM
  43. How does usage-based pricing actually work in practice, and should I move to it? GTM
  44. I want to raise prices. What happens to the customers who are already paying me, and should I grandfather them? GTM
  45. A reseller wants to carry us. How do I build a price book for partners without my own sales team undercutting them? GTM
  46. Should I sign multi-year deals, and what payment terms should I be pushing for? GTM
  47. How do the best companies run pricing as a standing function instead of an argument they have once a year? GTM
  48. My AI features cost real money every time someone uses them. How do I stop gross margin from collapsing? GTM
  49. We are launching an AI product. How do we choose between charging per seat, per use and per outcome? GTM
  50. How do I price my product when I am selling it myself and have no comparable competitors? Starting Up
  51. Why do the best operators settle pricing before the product is finished? GTM
  52. Why does Krish Subramanian call your price the strongest lead filter you have? GTM

The readingMost used across these answers

The terms

Value-Based PricingTiered PricingUsage-Based PricingFreemiumOutcome-Based Pricing

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