Founder’s Corner
Pricing Maturity Assessment
A short read across the five layers of pricing and the cost floor underneath them.
What it does
The assessment reads across the five layers of pricing: the cost floor underneath everything, what you charge per, how the price level is set, how it is packaged into tiers, and how discounts are governed. Most companies have one layer badly wrong and three they have never examined.
It starts at the floor, because nothing above it can be judged without it. Your floor is not gross margin. It is the contribution margin left after every cost that varies with serving that customer, including the ones that never reach a margin report: the implementation you waived to close the deal, support that runs five times heavier in the tier you priced lowest, and the financing cost of a ninety-day receivable.
Then it looks at what you charge per, which is the hardest pricing decision to reverse, and at whether your tiers are drawn where the customer's value changes or where your features happened to be easy to split. Those two together explain most of the revenue that growing companies leave behind.
It is run with our team today, so the result arrives with the conversation rather than as a file. Fifteen minutes on your own numbers is usually enough to name the layer costing you most right now.
What you get
What you must not go below — answered on your own numbers, not on a benchmark someone else published.
Whether your floor is a number your team can quote against, or an estimate
Whether what you charge per still fits how the business actually makes money
Which layer is costing you most right now, so you fix that one first