Founder’s Corner
Pricing Maturity Assessment
Twelve questions across six dimensions of pricing. You'll find out which part of your pricing is costing you most.
What it does
The assessment reads six dimensions of pricing. Five come from the strategic pricing pyramid: value creation (what you're worth against the customer's alternative), price structure (whether different customers can pay different amounts for defensible reasons), value communication (whether your team can prove the value in a negotiation), pricing policy (whether your rules hold when a buyer pushes back) and price evolution (whether your price moves as your costs and value do). The sixth sits underneath them all: the floor, the price below which a deal loses money, which the original model assumes you have and most Indian companies don't.
Two questions per dimension, twelve in all, and every one is answerable from memory. That is deliberate. If you have to look something up, you've already learned something about that dimension. The options describe what companies actually do, without judgement: whether your discounts are approved against a written matrix or by whoever is closing the deal, whether you last raised prices this year or have never run a deliberate increase, whether your contracts carry an annual escalation clause.
The result is a profile, not a score. A single number would repeat the mistake the whole pricing hub argues against, which is treating pricing as one thing. You see six bars, a level from Intuitive through Costed, Structured and Evidence-led to Monetisation-led, and the weakest dimension named, with the one piece of work that fixes it first: the floor, a discount authority matrix, a pocket price waterfall.
Most companies land at the first or second level, and that is a diagnosis rather than a verdict. It is run with our team today, so the result arrives with the conversation rather than as a file. Fifteen minutes is usually enough to name the dimension costing you most right now.
What it looks at
The six dimensions
- Value creationWhat you are worth against the customer's alternative
- Price structureDifferent prices for defensible reasons
- Value communicationWhether your team can prove the value
- Pricing policyWhether your rules hold under pressure
- Price evolutionWhether price moves with cost and value
- The floorThe price below which a deal loses money
What you get
What you must not go below — answered on your own numbers, not on a benchmark someone else published.
Whether you know the price below which a deal loses you money, and whether your team does
How your pricing scores on each of six dimensions, shown side by side rather than as one number
The weakest dimension, named, with the first thing to fix there