Price and package it

Pick a first price, then change it later without losing the customers you have.

4 steps, 16 questions underneath, read for how the best do it

1. 1
   Pricing and packaging

   What to charge, what to charge for, how to package it, and how to change it later without losing people.

   How do the best companies raise prices without losing customers? 5 → AI is breaking per-seat pricing. What are the best companies charging for now? 5 → How do the best companies run pricing as a standing function instead of an argument they have once a year? 6 → My AI features cost real money every time someone uses them. How do I stop gross margin from collapsing? 6 →
2. 2
   Who you sell to

   Picking a customer worth chasing, and knowing early when a deal is not one.

   How do the best companies keep their ICP sharp as they grow instead of letting it blur into everyone? 4 → When is it right to move upmarket, and how do the companies that pull it off actually do it? 5 → How do the best companies replace ICP opinion with a scoring model built on their own data? 4 → We are opening a new market, the US or Southeast Asia or the Gulf. Do we carry the same ICP across or start again? 5 →
3. 3
   Expansion, upsell and churn

   Growing revenue inside accounts you already have, and stopping the leaks.

   How did Snowflake reach 158 percent net revenue retention, and what is actually copyable? 5 → Does usage-based pricing really lift expansion, and should we switch? 5 → What NRR should a genuinely best-in-class company target in my segment? 5 → How do the best teams expand beyond the first team that bought? 5 →
4. 4
   Forecasting and GTM metrics

   Pipeline coverage, stage conversion, CAC payback, magic number, and calling a number you can defend to a board.

   How do the very best forecasting teams actually run their week? 4 → What GTM efficiency numbers are investors actually benchmarking us against right now? 5 → Do the classic SaaS metrics still work if we are an AI native company? 4 → What do elite revenue teams do in the last three weeks of a quarter that ordinary teams do not? 4 →