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:

1. At what price is this too expensive?
2. At what price is this too cheap?
3. At what price is this expensive but worth it?
4. 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

1. Low Conversion → Price sensitivity research
2. High Churn → Customer exit interviews
3. Flat Revenue → Upsell/expansion strategy

Learning Outcomes

• Design effective pricing models
• Calculate unit economics
• Analyze price sensitivity
• Optimize monetization
• Forecast revenue impact