Video

How to Price for B2B (Tom Blomfield, Y Combinator)

Tom Blomfield · Y Combinator Startup Library Free Intermediate

Tom Blomfield's practical framework for pricing when you sell to businesses, including why to charge from the start and how to talk about money without flinching. Direct and tactical for founders selling to companies rather than consumers. It pairs well with the Kevin Hale talk.

  • Business customers expect to pay, so charge them from the start.
  • Anchor your price to the value you create or the cost you save.
  • Do not let your own discomfort with money set the price.
Open on ycombinator.com ↗

It answers 3 questions

  1. Should I charge my very first customers or give it away free to get traction?
  2. How do I price my product when I am selling it myself and have no comparable competitors?
  3. Should I offer a free trial, a paid pilot, or a discount to close my first customers?

Read with it

  1. The single best thing ever written on customer conversations. It teaches you to ask about the customer's life and past... momtestbook.com Book · ~130 pages The Mom Test Rob Fitzpatrick
  2. Patrick Campbell built ProfitWell on pricing data from thousands of companies, and this is the single best free deep-dive on... lennysnewsletter.com Article · long-form guide Pricing Your SaaS Product Patrick Campbell (ProfitWell), via Lenny's Newsletter
  3. The permission slip to recruit users by hand, do things manually, and deliver 'insanely great' experiences to your first few... paulgraham.com Essay · ~15 min read Do Things That Don't Scale Paul Graham
  4. The most concrete guide to actually measuring what customers will pay, including survey methods and tier design. It turns... lennysnewsletter.com Article · long-form guide The Ultimate Guide to Willingness to Pay Lenny Rachitsky & Patrick Campbell
  5. Kevin Hale's YC lecture is the clearest introduction to pricing first principles and the mistakes founders repeat. The... ycombinator.com Video · ~35 min video + transcript Startup Pricing 101 Kevin Hale (Y Combinator)
  6. A practical guide to running an early willingness to pay conversation and building pricing around real buyer personas. Good... First Round Review Article The Price is Right: Essential Tips for Nailing Your Pricing Strategy First Round Review
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