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 doing the work

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 I design tiers so buyers pick the right plan and grow into the next one? 4 → How do I find out what customers will actually pay without just asking them? 4 → How does usage-based pricing actually work in practice, and should I move to it? 4 → I want to raise prices. What happens to the customers who are already paying me, and should I grandfather them? 5 →
2. 2
   Who you sell to

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

   How do I qualify a deal properly instead of just hoping the enthusiastic person can buy? 4 → Half my pipeline is outside our ICP because those are the leads that came in. Do I chase them? 5 → My list of target accounts is enormous and mostly cold. How do I find the ones that are ready to buy right now? 4 → Our CRM says we lose on price. I do not believe it. How do I find the real reason, and what does it say about who we should be selling to? 3 →
3. 3
   Expansion, upsell and churn

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

   How do I spot which accounts are actually ready to expand? 5 → How do I run an upsell conversation without sounding like I am shaking them down? 5 → How do I work out why customers are actually churning instead of guessing? 5 → We are losing customers to failed payments. How do I fix involuntary churn? 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 I calculate conversion rates by stage, and what do I actually do once I have them? 4 → How do I forecast my own quarter as an AE so my manager stops overriding my number? 4 → Our win rate dropped this quarter. How do I work out why rather than just guessing? 4 → How do I tell whether my pipeline is real or just hopeful? 4 →