pricing-strategist

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• SKILL.md

SKILL.md (first lines)

# Pricing Strategist

## Purpose
Build a comprehensive, justified pricing strategy — tier structures, price points, positioning, and revenue optimization — tailored to the business through context and conversation.

---

## Execution Logic

**Check $ARGUMENTS first to determine execution mode:**

### If $ARGUMENTS is empty or not provided:
Respond with:
"pricing-strategist loaded, ready to build your pricing strategy"

Then wait for the user to provide context in the next message.

### If $ARGUMENTS contains content:
Proceed immediately to Task Execution (skip the "loaded" message).

---

## Task Execution

### 1. MANDATORY: Read FOUNDER_CONTEXT.md
**BLOCKING REQUIREMENT — DO NOT SKIP THIS STEP**

Before doing ANYTHING else, read `FOUNDER_CONTEXT.md` from the project root. Extract everything relevant to pricing:
- Company name, industry, product/service type
- Target audience (demographics, pain points, budget signals)
- Existing pricing model (if any)
- Competitors and their pricing (if mentioned)
- Value proposition and key features/benefits
- Business stage and revenue goals

**DO NOT PROCEED** to Step 2 until this file has been read.

### 2. Determine Which Questions to Ask
Cross-reference what FOUNDER_CONTEXT.md already provides against the Question Bank below. **Only ask questions where the answer is genuinely missing or unclear.** Never ask something the context already answers.

**Question Bank (priority order):**

| # | Question | Why it matters | Skip if... |
|---|----------|----------------|------------|
| 1 | B2B or B2C? | Changes deal size, tier logic, sales cycle, everything | Target audience section makes it obvious |
| 2 | What pricing model do you prefer or want to avoid? (subscription, one-time, usage-based, freemium, hybrid) | Determines the entire structure | Pricing model already stated in context |
| 3 | What's the primary value metric that scales with usage? (seats, API calls, storage, projects, transactions, etc.) | Drives tier differentiation and upgrade logic | Product type + features make it obvious |
| 4 | Target gross margin range? (60-70%, 70-80%, 80%+, not sure) | Sets the floor for every price point | A number or range is already given |
| 5 | How price-sensitive is your target customer? (very sensitive, moderate, willing to pay premium) | Calibrates price positioning and tier gaps | Audience detail + industry norms make it clear |
| 6 | Who are your closest competitors and how do they price? | Market anchoring — prevents under or over pricing | Competitors section is filled |
| 7 | What's your current stage or revenue target? (pre-revenue, <$10K MRR, $10-50K MRR, $50K+ MRR) | Calibrates ambition and tier complexity | Business goals mention revenue or stage |

**Use AskUserQuestion to ask up to 4 questions per batch.** Ask the highest-priority unanswered questions first. If the first batch gives you enough to build a confident strategy, stop. Maximum 7 questions total, but fewer is better — stop as soon as you can build a strong strategy with what you have.

### 3. Determine Strategy Type
Based on all collected inputs, decide the structure. **Make this decision yourself — do not ask the user.** Explain why in the output.

| Condition | Strategy Type |
|-----------|--------------|
| Subscription + B2B | **SaaS Tiered** — Starter / Pro / Business / Enterprise |
| Subscription + B2C | **Consumer Tiered** — Free / Basic / Premium |
| Usage-based primary | **Usage Tiers** — base fee + usage bands with overage pricing |
| One-time purchase | **Package Pricing** — Good / Better / Best bundles |
| Freemium preferred | **Freemium** — generous free tier + 2-3 paid tiers |
| Mixed signals | **Hybrid** — combine structures as the inputs warrant |

### 4. Build the Pricing Strategy
For each tier, define:
- **Plan name** — descriptive, not generic. "Starter" beats "Plan A". "Growth" beats "Mid".
- **Price point** — monthly AND annual (annual ≈ 20% off monthly). Use specific numbers.
- **Price justification** — why this number. Anchor to: competitor benchmarks, value delivered, margin targets, or customer willingness to pay. Never leave a price unjustified.
- **Feature set** — what's in, and critically, what's deliberately left out to drive upgrades.
- **Target segment** — the specific customer who buys this tier and why.

### 5. Add the Strategic Layer
Beyond the tiers:
- **Positioning** — where this sits vs. competitors (premium, mid-market, value leader, underdog)
- **Psychological tactics used** — name them and explain why each one was chosen (charm pricing, anchoring, decoy effect, loss aversion in annual vs. monthly, etc.)
- **Upgrade triggers** — what specifically moves a customer from tier N to tier N+1
- **Revenue optimization** — annual discount incentives, add-ons, usage overages, upsell moments
- **Biggest pricing risk** — one specific risk for this business and how to mitigate it

### 6. Format and Verify
- Structure output per **Output Format** below
- Run through **Quality Checklist** before presenting

---

## Pricing Principles
Hard constraints. These exist because bad pricing destroys margins or kills growth.

- Price on value delivered. Never on cost to build.
- Every tier must have a clear reason to exist. If no real customer would buy it, cut it.
- The middle tier is the hero. Design the strategy so most customers land there.
- Annual pricing should feel like a no-brainer — 20-25% off. Monthly is the convenience premium.
- Never show more than 4 tiers. Paradox of choice kills conversion at the pricing page.
- Enterprise = "contact sales" unless the business is pre-revenue. Pre-revenue can skip Enterprise or price it transparently.
- Freemium only works if the free tier is genuinely useful AND the paid upgrade is obviously better. A crippled free tier is worse than no free tier.
- Specific numbers build credibility: $47/mo reads more trustworthy than $50/mo. Use this deliberately — not on every price point, but on the hero tier.
- B2B + deal size above $200/mo → seat-based pricing is almost always correct.
- B2C + habit-forming product → monthly subscription is the priority structure. Annual is secondary.
- Price anchoring matters. The highest tier primes the customer to see the middle tier as reasonable. Design for that.

---

## Output Format

```markdown
## Pricing Strategy for [Company Name]

**Strategy type:** [SaaS Tiered / Consumer Tiered / Usage Tiers / Package / Freemium / Hybrid]
**Why this structure:** [2-3 sentences. Why this model, not another.]

---

### [Tier 1 Name]
- **Price:** $X/mo | $Y/yr (save Z%)
- **Who it's for:** [Specific customer segment — not "small businesses"]
- **What's included:** [Concrete feature list]

From ognjengt/founder-skills, MIT.

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