The pricing playbook
for builders
The pricing landscape has changed forever. Most teams are sitting on
the biggest growth lever they have and don't realize it. If you're not adapting,
you're leaving real money on the table.
This book is packed full of really useful content. As I was reading I actually found myself texting screenshots to clients as I was reading through, because sections triggered thoughts that I wanted to share with them. Super salient read that has great breadth, but that doesn't get bogged down in excess detail. Highly recommend!Gaurav Vohra, Growth Leader @ Superhuman,
Advisor @ Clay, Replit & others
Must read for all founders and company builders working in high growth b2b.Andrew Johnston,
Founder of Second Rodeo, ex-Superhuman, ex-Twilio
Key lessons
How to stop leaving compounding revenue on the table
Why static pricing, outdated tiers, and fear-driven inaction silently cap your enterprise value
How to run willingness-to-pay conversations that build real conviction
A practical, eight-step framework for discovering value, pressure-testing confidence, and learning how buyers think
How to package your product to match your GTM motion
Use limits, leader features, fillers, and add-ons to design tiers that align PLG and SLG and create predictable expansion
How to choose the least-wrong pricing model for your product
A clear guide to navigating seats, usage, credits, hybrid models, and how to map them to buyer psychology and value metrics
How to build a repeatable pricing practice instead of one-off resets
A monthly operating cadence that connects product, sales, finance, and usage data so pricing evolves as fast as the product
How to architect your product for pricing agility
Why entitlements, product catalogs, and metering create bottlenecks — and how to redesign them so pricing changes take hours, not quarters