# 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

\  
**Gaurav Vohra** \  
Startup Advisor • Growth Leader • Superhuman • Advisor @ Clay, Replit, Wispr Flow, Superpower & others.](https://www.linkedin.com/in/gvohra/)  
\  
**Kyle Poyar** \  
Pricing Expert, Founder @ Growth Unhinged and Tremont VC.](https://www.linkedin.com/in/kyle-poyar/)  
\  
**Marcos Rivera** \  
CEO of Pricing I/O • Award-Winning Author • Sought after Slayer of Bad Pricing.](https://www.linkedin.com/in/marcoslrivera/)

### 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

## Book pricing therapy with Fynn

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