// The pricing record
Patterns from real transactions, not opinions about pricing.
Categories
How Pricing Affects Software Company Valuation and Exit Multiples
A multiple is a price, and acquirers price what software buyers price. How durable the value...
Is It Fair to Charge Different Customers Different Prices for B2B Software?
In negotiated B2B markets prices always differ across buyers. What buyers punish is not the difference,...
Pricing Against the DIY AI Alternative: The Vendor Side of Build vs Buy
The build-it-with-AI alternative rarely ships, but it still resets the buyer’s reference price. The vendor response...
The Growth Assumption Inside Your AI Spend Commitments
A commit sized to last year’s growth rate breaks on slower growth, not decline. The account...
One Pricebook, Two Motions: Pricing When Self-Serve and Direct Sales Collide
A pricing page and a rep quote the same buyer two different numbers. The conflict presents...
Packaging by Workflow, Not Industry: Letting Customers Self-Select
Vertical packages look organized and still get amended in every deal. The reason: industry labels the...
Competitor Pricing Page Analysis: What the Page Shows, and What It Hides
A competitor’s pricing page shows the list surface, tier display, published prices, presentation copy. The architecture...
When the Agent Is Wrong: Risk Allocation in Outcome and Consumption Pricing
An agent burns real compute and returns something unusable. Somebody pays for that run, and the...
Pricing Ground Truth: Why Your Own Deal Record Outranks Every Benchmark
A benchmark is the average of other people’s outcomes with the context stripped off, and the...
Why Pricing Recommendations Die in the Backlog
Pricing recommendations stall for a reason nobody puts in the post-mortem: the product could not emit...