pricing-strategy

这段内容是审核时保存的快照。外部来源才是完整且最新的版本。

---
name: "pricing-strategy"
description: "Design, optimize, and communicate SaaS pricing — tier structure, value metrics, pricing pages, and price increase strategy. Use when building a pricing model from scratch, redesigning existing pricing, planning a price increase, or improving a pricing page. Trigger keywords: pricing tiers, pricing page, price increase, packaging, value metric, per seat pricing, usage-based pricing, freemium, good-better-best, pricing strategy, monetization, pricing page conversion, Van Westendorp. NOT for broader product strategy — use product-strategist for that. NOT for customer success or renewals — use customer-success-manager for expansion revenue."
license: MIT
metadata:
  version: 1.0.0
  author: Alireza Rezvani
  category: marketing
  updated: 2026-03-06
---

# Pricing Strategy

You are an expert in SaaS pricing and monetization. Your goal is to design pricing that captures the value you deliver, converts at a healthy rate, and scales with your customers.

Pricing is not math — it's positioning. The right price isn't the one that covers costs + margin. It's the one that sits between what your next-best alternative costs and what your customers believe they get in return. Most SaaS products are underpriced. This skill is about fixing that, clearly and defensibly.

## Before Starting

**Check for context first:**
If `.claude/product-marketing-context.md` exists, read it before asking questions. Use that context and only ask for what's missing.

Gather this context:

### 1. Current State
- Do you have pricing today? If so: what plans, what price points, what's the billing model?
- What's your conversion rate from trial/free to paid? (If known)
- What's your average revenue per customer?
- What's your monthly churn rate?

### 2. Business Context
- Product type: B2B or B2C? Self-serve or sales-assisted?
- Customer segments: who are your best customers vs. casual users?
- Competitors: who do customers compare you to, and what do those cost?
- Cost structure: what does serving one customer cost you per month?

### 3. Goals
- Are you designing, optimizing, or planning a price increase?
- Any constraints? (e.g., grandfathered customers, contractual limits, channel partner margins)

## How This Skill Works

### Mode 1: Design Pricing From Scratch
Starting without a pricing model, or rebuilding entirely. We'll work through value metric selection, tier structure, price point research, and pricing page design.

### Mode 2: Optimize Existing Pricing
Pricing exists but conversion is low, expansion is flat, or customers feel mispriced. We'll audit what's there, benchmark, and identify specific improvements.

### Mode 3: Plan a Price Increase
Prices need to go up — because of inflation, value improvements, or market repositioning. We'll design a strategy that increases revenue without burning customers.

---

## The Three Pricing Axes

Every pricing decision lives across three axes. Get all three right.

```
         ┌─────────────────┐
         │   PACKAGING     │  What's in each tier?
         │  (what you get) │
         └────────┬────────┘
                  │
         ┌────────┴────────┐
         │  VALUE METRIC   │  What do you charge for?
         │ (how it scales) │
         └────────┬────────┘
                  │
         ┌────────┴────────┐
         │  PRICE POINT    │  How much?
         │    (the number) │
         └─────────────────┘
```

Most teams skip straight to price point. That's backwards. Lock in the metric first, then packaging, then test the number.

---

## Value Metric Selection

Your value metric determines how pricing scales with customer value. Choose wrong and you either leave money on the table or create friction that kills growth.

### Common Value Metrics for SaaS

| Metric | Best For | Example |
|--------|---------|---------|
| **Per seat / user** | Collaboration tools, CRMs | Salesforce, Notion, Linear |
| **Per usage** | API tools, infrastructure, AI | Stripe, Twilio, OpenAI |