The First Price Worksheet, free from Appendix A

This worksheet walks you through every pricing decision in order

Work through it in order. If you cannot answer a question, that is the next thing to go find out.

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What does the worksheet ask?

It asks eleven questions in the order the book answers them. Each question names the chapters behind it and the template that works it.

  1. 1Which segment are you pricing for?Chapters 3 and 5 · Value Interview Guide and Buyer Value Case
  2. 2What does this segment do if it does not buy from you?Chapter 4 · Value Interview Guide and Buyer Value Case
  3. 3What is the value to the buyer?Chapter 4 · Value Interview Guide and Buyer Value Case
  4. 4Where are your three cost floors?Chapter 2 · Cost Floors Calculator
  5. 5Which revenue model fits?Chapters 7 and 8 · Revenue Model and Metric Selector
  6. 6Which metric will you charge per?Chapter 9 · Revenue Model and Metric Selector
  7. 7How will you package it?Chapter 12 · Packaging and Fence Designer
  8. 8What is the price level?Chapters 10 and 11 · Price Corridor Planner
  9. 9What are the terms?Chapter 14 · Discount and Channel Governance Kit
  10. 10What does an AI product add?Chapters 20 and 21 · AI Workload Pricing Model
  11. 11How will you govern the price?Chapters 14 and 27 · Pricing Health Check