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Pricing strategy and packaging guidance — pricing models, value metrics, psychology, packaging. Triggers on "pricing", "pricing tiers", "packaging", "value metric", "price setting", "가격 전략", "가격 책정", "패키징", "가치 지표", "요금 결정".
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SaaS pricing strategy framework. Covers pricing models, value metric selection, psychology tactics, Good/Better/Best packaging, and feature fencing to optimize customer value and revenue.
┌─────────────────────────────────────────────────────────────────┐
│ PRICING STRATEGY FRAMEWORK │
├─────────────────────────────────────────────────────────────────┤
│ Core Features (Standalone) │
│ ✓ Recommend pricing model based on business type │
│ ✓ Evaluate value metric on 4 criteria (explain/align/predict) │
│ ✓ Design Good/Better/Best 3-tier packaging │
│ ✓ Apply pricing psychology (Anchoring, Decoy, Charm) │
├─────────────────────────────────────────────────────────────────┤
│ Enhanced Mode (with tool connections) │
│ + ~~analytics: Validate metrics with customer usage data │
│ + ~~CRM: Analyze price sensitivity and package preference │
│ + ~~spreadsheet: Simulate revenue by pricing scenario │
└─────────────────────────────────────────────────────────────────┘
| Model | Definition | Advantages | Disadvantages | Best For |
|---|---|---|---|---|
| Per-Seat | Charge per user | Predictable, simple | Growth resistance | Collaboration tools (Slack) |
| Usage-Based | Charge by volume | Value-aligned, scalable | Unpredictable revenue | APIs, infrastructure (Twilio) |
| Flat-Rate | Fixed monthly fee | Friction-free | Leaves money on table | Small SaaS |
| Tiered | Graduated tiers | Upsell pathway | Choice paralysis | General SaaS (HubSpot) |
| Hybrid | Mix (seats + usage) | Flexible, optimized | Complex | Enterprise (Salesforce) |
Formula: Price = User Count × Per-User Price
Examples:
Advantages:
Disadvantages:
Optimization:
Formula: Price = Usage Volume × Unit Rate
Examples:
Advantages:
Disadvantages:
Optimization:
Formula: Price = Fixed Amount (unlimited usage)
Examples:
Advantages:
Disadvantages:
Best For:
Formula: Features/usage increase per tier
Examples:
Advantages:
Disadvantages:
Optimization:
Formula: Base Fee + Usage OR Per-Seat + Feature Tier
Examples:
Advantages:
Disadvantages:
Best For:
Value Metric: What unit you measure/charge by. "What do we count?"
Examples:
| Criterion | Definition | Good Example | Bad Example |
|---|---|---|---|
| Understandability | Customer grasps it in 5 secs? | "Users" | "API Request per 1K batches" |
| Value Alignment | Metric matches customer value? | "Revenue generated" | "Database rows" |
| Predictability | Customer forecasts own cost? | "Fixed 10 users" | "Daily active users" (volatile) |
| Scalability | Customer growth = your growth? | "Transactions" | "Login counts" (plateaus) |
Bad:
Good:
Test: 5-second explanation possible? Mom would understand?
Bad:
Good:
Test: More use = bigger value? Clear ROI?
Bad:
Good:
Test: Can customer forecast next month's bill?
Bad:
Good:
Test: 10x customer growth = 10x your revenue?
Step 1: Brainstorm Candidates
Step 2: Score on 4 Criteria
| Metric | Explain | Value | Predict | Scale | Total |
|--------|---------|-------|---------|-------|-------|
| Users | 5 | 3 | 5 | 4 | 17 |
| Projects | 4 | 4 | 4 | 3 | 15 |
| API Calls | 2 | 3 | 2 | 5 | 12 |
| Revenue % | 3 | 5 | 3 | 5 | 16 |
Step 3: Select Top 2-3
Step 4: Customer Test
Definition: First price = reference point
Application:
Example:
┌─────────────────────────────┐
│ Enterprise Pro Starter│
│ $499/mo $99/mo $29/mo │
│ (Anchor) (Target) (Entry) │
└─────────────────────────────┘
Enterprise anchors perception → Pro seems "reasonable"
Definition: Intentionally unattractive option → guides choice
Application:
Example:
Starter: $29 (100 contacts)
Pro: $99 (10K contacts) ← target
Decoy: $79 (1K contacts) ← intentionally bad deal
Customer thinks: "Decoy is waste; Pro is clear winner"
Definition: End in 9 → "cheaper" perception
Application:
Effect:
Caution:
Definition: Break down total → cheaper perception
Application:
Example:
Bad: $1,440/year
Good: $120/month OR $12/user/month
Definition: Bundle products → cross-sell
Strategy:
Effect:
┌──────────────┬──────────────┬──────────────┐
│ Starter │ Pro │ Enterprise │
│ (Good) │ (Better) │ (Best) │
├──────────────┼──────────────┼──────────────┤
│ Entry │ Most Popular│ Custom │
│ $29/month │ $99/month │ Contact Us │
│ │ │ │
│ Basic │ Advanced │ All features │
│ Email support│ Priority │ Dedicated CSM│
│ 1 project │ 10 projects │ Unlimited │
└──────────────┴──────────────┴──────────────┘
Purpose: Lower entry barrier, product experience
Characteristics:
Exclude:
Goal: Majority of customers (60-70%)
Characteristics:
Emphasis:
Goal: High-value customers, upsell path
Characteristics:
Add-ons:
Recommended Multiplier: 3-5x
Starter: $29
Pro: $99 (3.4x)
Enterprise: $499 (5x)
Too Narrow (<2x):
Too Wide (>10x):
| Strategy | Description | Example | Pros | Cons |
|---|---|---|---|---|
| Usage | Limit volume | 100 vs 10K contacts | Clear, fair | Complex calculation |
| Feature | On/off features | AI unavailable | Differentiates | Development burden |
| Support | Tier quality | Email vs phone | Cost-aligned | Experience gap |
| SLA | Response time | 48h vs 1h | Justifies enterprise | Measurement needed |
| API | Integration limits | No API vs unlimited | Lock-in | Developer frustration |
Examples:
Best Practices:
Examples:
Strategy:
Example:
Advantage:
Example:
| Tier | Uptime | Response Time |
|---|---|---|
| Starter | Best Effort (95%) | N/A |
| Pro | 99.5% | 4h |
| Enterprise | 99.9% | 1h (P1) |
Example:
| Factor | Monthly | Annual | Annual Advantage |
|---|---|---|---|
| Price | $100/mo | $1,000/yr ($83/mo) | 17% discount |
| Cash Flow | Monthly | Upfront | Immediate cash |
| Churn | High (monthly review) | Low (committed) | Better retention |
| Sales Friction | Easy (low barrier) | Hard (big decision) | Higher barrier |
Annual Discount: 15-20%
Calculation:
Monthly: $100/mo → $1,200/year
Annual: $1,000/year ($83/mo, 17% off)
Why 17%?
Option 1: Annual Default
Option 2: Monthly Default
Option 3: Annual Only (Advanced)
Monthly:
Year 1: $100 × 12 = $1,200 (distributed)
Annual:
Year 1: $1,000 (immediate)
→ Extended runway, marketing investment
For Startups: Annual strongly recommended
Problem: 5+ tiers → choice paralysis
Fix: 3-Tier Rule (research-optimal)
Problem: Price doesn't match customer value
Fix:
Problem: Continuous undercutting → margin death
Fix:
Problem: 3-month changes → customer confusion
Fix:
Problem: "Contact Us" or surprise fees
Fix:
Test Items:
Sample Size: 100+ conversions/variant, 95%+ confidence
4 Questions:
Analysis:
When to Raise?:
How Much?:
Handle Existing Customers: