Pricing Strategy

The deliberate approach to setting prices: the model (per-seat, usage, flat), the levels, and how price positions the product. A GTM lever, not just a number.

When you'd see it: Launches, repricing, and packaging decisions. Pricing strategy decides who you attract and which sales motion you can afford.

Why it matters: Price is one of the highest-leverage and most underused GTM levers. Most companies underprice for years out of fear, leaving margin and positioning on the table.