Revenue Model & Pricing Strategy
Designing how the company gets paid.
Workflow
Step 1Customer Research
ObjectiveUnderstand customer willingness to pay and value perception
InputCustomer data, market research, sales feedback
OutputCustomer willingness to pay analysis
Key activities
Interview customers on pricing, survey willingness to pay, analyze customer value perception, research customer buying criteria
Decision points
How much would customers pay? Value drivers? Segment variations?
Tools: Customer research, survey tools, pricing researchRoles: Pricing strategy lead, Customer success (feedback), Sales (data)
Success: Willingness to pay understood for each segment
Quality gate: Customer research complete, willingness to pay clear
Why it matters
- The revenue model decides how fast you scale and how much each customer is worth. Get it right and everything compounds.
Best practices
- Design pricing from customer value, not cost.
- Benchmark competitors but lead with value.
- Package so the upgrade path is obvious.
- Test pricing before locking it.
Common mistakes
- Pricing that leaves value on the table.
- Packaging that confuses buyers.
- Never testing price changes.
Key questions
- How do we capture a fair share of the value we deliver?
- What packaging makes it easy to buy and to grow?
Agents that drive this
Pricing StrategistMarket Research
Tools we use · alternates in [ ]
Exa[ Tavily, Apify, Brave Search ]Apify[ Zyte, ScraperAPI, Octoparse ]Notion[ Confluence, Obsidian ]