PRICE Framework — Sushmita Mallick

P

Phase P

Perspective — Value Audit

"Price what you change, not what you built."

P1 · Economic Value Calculator

Quantify the economic value your product delivers before setting any price.

Currency

Hours saved per user per week

Team size (users)

Avg hourly rate per user

Weekly time value—

Annual economic value—

Monthly equivalent—

Price ceiling at 15%—

Price ceiling at 20%—

Suggested price midpoint—

P2 · Value Leakage Score

Check every pattern that applies. More checks = more value being lost in translation.

Pricing page leads with features, not outcomes No ROI or payback period visible to the buyer Sales discounts before the customer even asks Core value locked behind the highest tier No differentiation between user types on pricing page Value conversation happens after contract is signed Onboarding doesn't surface economic value early No usage-to-value mapping in the product

—

Leakage Risk Score

P3 · Value Segment Classifier

Rate your typical customer on two dimensions. The tool classifies the segment and recommends a tier position.

Value received (0 = marginal, 10 = transformational)—

Engagement depth (0 = passive, 10 = power user)—

P4 · Objective Stack

Select your primary pricing objective. This guides your strategy through the remaining phases.

Growth & Acquisition

Maximise new customer volume, even at lower margins

Revenue Maximisation

Optimise for ARR and NRR over new logo count

Segment Penetration

Win a specific vertical or buyer type decisively

Premium Positioning

Price as a signal of quality and category leadership

Retention & Expansion

Design pricing to grow with the customer over time

R

Phase R

Receptor — Buyer Intelligence

"WTP is not discovered. It's shaped."

R1 · WTP Signal Confidence Scorer

Rate the quality of each signal type you have (0 = none, 4 = strong). The tool calculates a weighted confidence score.

Signal Type	What it means	Weight
Direct	Surveys, interviews, stated WTP	25%
Behavioural	Upgrade / downgrade patterns, feature adoption depth	35%
Comparable	What they pay for adjacent tools today	25%
Negotiation	How they push back on price in deals	15%

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Confidence Score

Interpretation

Fill in ratings above

R2 · WTP Lift Estimator

Enter your current WTP estimate, then activate levers to see the potential new range.

Currency

Current WTP estimate (per month)

Active levers (check all that apply)

Anchoring — show a higher tier first (+15%) Narrative reframing — outcome-led positioning (+20%) Social proof — logos / case studies at point of price (+12%) Loss framing — show cost of not using the product (+10%) Value milestone — surface ROI inside the product (+18%)

Total lift applied—

New WTP floor—

New WTP ceiling—

Suggested target price—

R3 · Price Sensitivity Matrix

Add up to 4 customer segments. Rate price sensitivity (1=very low, 5=very high) and pricing fit.

Segment	Sensitivity (1–5)	Risk	Recommendation
		—	—
		—	—
		—	—
		—	—

I

Phase I

Infrastructure — Model & Architecture

"How you charge is a product decision."

I1 · Pricing Model Recommender

Answer three questions. Get a model recommendation and the rationale behind it.

How is value delivered?

Primary buyer context

Revenue priority

I2 · Tier Revenue Projector

Enter up to 3 pricing tiers. Auto-calculates MRR, ARR, and weighted ARPU.

Currency

Tier name	Price/mo	Customers

Total MRR—

Total ARR—

Weighted ARPU / mo—

I3 · Freemium / Trial Impact Calculator

Model the revenue impact of a free tier or trial conversion funnel.

Currency

Monthly free / trial signups

Conversion rate to paid (%)

Avg paid plan price / month

New paid customers / month—

New MRR from conversions—

New ARR from conversions—

I4 · Discount Leakage Calculator

Track how much revenue is lost to unstructured discounting.

Currency

List price (per customer / month)

Avg discount given (%)

Number of discounted customers

Revenue lost / month—

Revenue lost / year (ARR impact)—

Effective discount rate—

C

Phase C

Calibration — Market Positioning

"Price doesn't reflect value. Price creates value perception."

C1 · Competitive Price-Value Canvas

Add competitors and yourself. Rate value delivered (1–10) and enter monthly price. The canvas plots your position.

YOU

Price →

Value ↑

High Value
Low Price
UNDERPRICED

High Value
High Price
PREMIUM

Low Value
Low Price
ECONOMY

Low Value
High Price
OVERPRICED

C2 · Price-Value Story — Customer ROI Calculator

Show the buyer why your price is rational relative to what they gain. Fill in what your product replaces or augments.

Currency

Customer's current monthly cost (what you replace)

Your monthly price

Hours saved per user per month

Number of users affected

Avg hourly rate of affected users

Cost replaced / month—

Time value saved / month—

Total value delivered / month—

Your price / month—

Customer ROI —

Payback period—

Value captured %—

E

Phase E

Evolution — Repricing System

"Your launch price is the hypothesis. Everything after is the experiment."