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Value Delivery

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Measurability

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Current State & Strategy

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5 minute pricing model assessment

Find your ideal pricing model

Answer 8 quick questions to discover which pricing model best fits how your customers get value from your product.

At the end, you’ll receive The Pricing Experimentation Playbook—a guide to help you test, validate, and optimize your pricing strategy.

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How do customers primarily get value from your product? From:

– every task, API call, transaction, or action adds incremental value

– the system works in the background to achieve outcomes

– each user or seat provides consistent value through regular interaction

– users interact with features, while other work happens automatically

How much ongoing effort do customers invest to realize value?

– they actively use or trigger features regularly throughout the day/week

– they interact occasionally, but much of the value accrues passively

– each user or seat provides consistent value through regular interaction.

– value is delivered automatically once configured; minimal ongoing interaction needed.

What best describes your product's value driver?

– more usage directly means more value

– value comes from achieving specific measurable results

– value comes from having the tool available when needed

– value comes from both access and variable usage/outcomes

How clearly can you connect product activity to customer outcomes?

– we can quantify ROI, cost savings, or performance improvements and tie them directly to product usage

– we track proxy metrics or inferred value indicators

– value is real and recognized, but difficult to measure precisely

– some features have clear attribution, others don't

Which metric most naturally reflects customer value today?

– API calls, messages sent, compute hours, tokens, data processed

– tickets resolved, chargebacks recovered, conversions driven, incidents prevented

– number of active users or accounts

– base access fee plus usage credits or consumption

How does your current pricing model scale with customer value?

– customers pay more as they consume more

– pricing tied to business outcomes delivered

– fixed price per user/seat with feature tiers

– combination of base access + variable usage/credits

– our current model doesn't clearly scale with value

What's your primary pricing strategy goal right now?

– make pricing more flexible and consumption-based

– charge based on results we deliver

– make costs more predictable for customers to budget

– combine predictable base pricing with variable usage

– we need to test different approaches

What's your biggest pricing challenge today?

– hard to predict monthly spend

– we struggle to show clear ROI

– usage-based pricing creates budget concerns

– high-usage customers pay the same as low-usage ones

– what worked before doesn't fit our roadmap

Next
View Results
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pricing model assessment

You’re a strong candidate for:

You're in

Usage-Based Pricing Model

Why this model fits you

  • Your customers get incremental value from each action, API call, or transaction

  • Usage is the clearest proxy for value delivery

  • Customer needs vary widely—some use your product heavily, others sporadically

  • You can easily measure and meter consumption

Key Benefits

  • Fairness: Customers pay for what they use

  • Growth alignment: Your revenue grows as customer usage grows

  • Lower barriers: Small customers can start cheap and scale up

  • Natural expansion: No sales motion needed for upsells

Considerations

  • Customers may want usage predictability/caps

  • Requires robust metering infrastructure

  • Need clear communication about cost management

  • May need commitment tiers for enterprise deals

The Complete Guide to Outcome-Based Pricing

Download our pricing playbook to learn how to structure your model to account for:

  • Choosing the right usage metric

  • Pricing metric best practices (Sam Lee framework)

  • Implementation checklist and system requirements

  • How to handle enterprise contracts with usage-based models

Download FREE playbook

Outcome-Based Pricing Model

Why this model fits you

  • Your product delivers autonomous value with minimal customer effort

  • You can clearly measure and attribute business outcomes

  • Customers care more about results than usage

  • Your product "does the work" rather than being a tool for users

Key Benefits

  • Win-win alignment: You only make money when customers succeed

  • Differentiated positioning: Premium pricing model for premium outcomes

  • Removes adoption risk: Customers pay for value, not effort

  • Compounding value: As you improve the product, you capture more value

Considerations

  • Requires bulletproof outcome measurement and attribution

  • May need baseline/minimum fees for predictability

  • Sales cycles can be longer (proving ROI upfront)

  • Need clear definitions of what counts as an "outcome"

The Complete Guide to Outcome-Based Pricing

Download our pricing playbook to learn how to structure your model to account for:

  • Defining and measuring outcomes

  • Attribution frameworks that work

  • Hybrid approaches (base + outcomes)

  • Contract structures and risk-sharing models

Download FREE playbook

Seat-Based Pricing Model

Why this model fits you

  • Value scales with team size or number of users

  • Your product is a productivity tool users interact with regularly

  • Usage per seat is relatively consistent

  • Customers value predictable monthly/annual costs

Key Benefits

  • Predictable revenue: Easy to forecast MRR/ARR

  • Customer budget-friendly: Finance teams love predictable costs

  • Simple to explain: Straightforward pricing structure

  • Natural expansion: Adding seats = expansion revenue

Considerations

  • Risk of "under-monetizing" power users who drive 10x value

  • May limit product adoption if teams are cost-conscious about adding seats

  • Hard to capture value from automation/AI features that replace seats

  • Need strategies for seat sprawl management

The Complete Guide to Seat-Based Pricing

Download our pricing playbook to learn how to structure your model to account for:

  • Optimizing per-seat value capture

  • Feature packaging and tiering strategies

  • Seat-based to hybrid transitions

  • Handling power users and seat sharing

Download FREE playbook

Hybrid
Pricing Model

Why this model fits you

  • Your product delivers value through both access and consumption

  • Some features are seat-based, others are usage or outcome-based

  • Customers want cost predictability but usage varies significantly

  • You're in transition between pricing models or serve diverse segments

Key Benefits

  • Flexibility: Capture value from multiple dimensions

  • Predictability + fairness: Base fee covers costs, usage scales with value

  • Segment-friendly: Works for both small teams and enterprises

  • Future-proof: Can evolve components independently

Considerations

  • More complex to explain and sell

  • Requires clear communication about both pricing dimensions

  • Need sophisticated billing infrastructure

  • Finance teams may need education on variable components

Implementation Paths:

  • 1. Explicit hybrid: Base seat fee + metered usage (e.g., $50/user/mo + $0.01/API call)

  • 2. Implicit hybrid: Tiered packages with usage buckets (e.g., Pro plan includes 10K credits/mo)

The Complete Guide to Hybrid Pricing

Download our pricing playbook to learn how to structure your model to account for:

  • Designing hybrid model architecture

  • Balancing fixed vs. variable components

  • Packaging strategies for different segments

  • Migration paths from seat-based or usage-based models

Download FREE playbook

Exploration Mode

Your pricing model is still taking shape—and that's okay.

What we noticed

Based on your responses, you're either:

  • Early in defining your products value metric.

  • Experiencing tension between multiple pricing approaches.

  • Serving diverse segments with different value drivers.

  • In the midst of a pricing transition.

What this means

You need a flexible pricing infrastructure that supports experimentation and iteration—not one that locks you into a single model.

Recommended Approach

  • 1. Start with hypothesis: Pick the model closest to your value driver

  • 2. Instrument everything: Meter usage, track outcomes, monitor engagement

  • 3. Test with customers: Run pricing experiments with friendly customers

  • 4. Iterate quickly: Modern billing should let you change pricing monthly, not yearly

The Pricing Experimentation Playbook

Download our pricing playbook to learn how to structure your model to account for:

  • Building a monetization operating model

  • Running safe pricing experiments

  • Key metrics to instrument early

  • How to align your team around pricing iteration

Download FREE playbook

Focus on building, not billing

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