Pricing Guru Madhavan Ramanujam: How Smart Startups Design Their Products Around the Price
Pattern Breakers
Is There a World Where You Don't Want to Sell by the Seat?
Modivan: I used to believe that if we were selling to a customer, you did not want to have a pricing model that was similar to the incumbent solution. He says customers are unlikely to believe they should pay as much per seat as the incumbent per seat. Modivan: You enlist the customer in helping you come up with a reason for him to say that's justified.
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