---
name: pricing-model
description: Pick or change a pricing model and check it against how customers actually get value. Use when price and value have drifted apart.
---

Choose a pricing model deliberately.

1. **How does value accrue?** Per user, per unit of usage, per transaction, per outcome, or flat over time. Everything follows from this. Get it from the product, not from competitors.
2. **Shortlist two models** that match, and name what each demands from the product (metering, seats, billing complexity, support load).
3. **Pick one, and write down what it punishes.** Every model has a failure mode: freemium punishes support, per-seat punishes team adoption, usage-based punishes predictability. Name yours.
4. **Set the number.** A starting price with a rationale beats a perfect price with none.
5. Write to `06-growth/pricing.md`, then hand the new ARPU to `/unit-economics` so the ceiling gets recomputed.

If they've been putting off pricing because the product "isn't ready", say plainly that pricing set at the last minute is pricing set by anxiety.