The pricing playbook
for AI & Saas
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.
Contributions from operators at:
Featured Contributors
Reviews
"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 Frameworks
The 8-Step Playbook to Discover Willingness to Pay
A conversational framework to systematically uncover what customers truly value:
- Perceived value and relative value
- Price metrics and influence drivers
- Empathy-driven interview techniques
The 2x2 Feature Value Matrix
Map features by usage and perceived value to make strategic decisions:
- Leaders: Core paid value
- Fillers: Table stakes features
- Add-ons: High-value niche offerings
- Detractors: Cut them
The "Wirecutter" Guide to Modern Pricing Models
Navigate the full menu of pricing models and choose the right fit:
- PAYGO and Credit-Based models
- 3-Part Tariffs and hybrid approaches
- Match to your product, buyer psychology, and value metrics
The 4-Step Playbook for Defining Pricing Models
Build pricing that scales with your product:
- Establish your primary value metric
- Layer in secondary metrics
- Map to pricing models
- Balance with the 4 T's: Transparency, Trust, Testability, Time-to-value
Anatomy of a Great Pricing Page
Essential components of a high-converting pricing page:
- Clear value propositions and strategic tier design
- Transparent pricing with compelling CTAs
- Social proof and comprehensive FAQ sections