{"id":"4b7b533a-f4f5-4bd8-9436-68957c5fde1c","shortId":"hM8dTW","kind":"skill","title":"pricing-strategy","tagline":"Create a Pricing Strategy Pack (value metric, packaging, price points, conversion mechanics, rollout).","description":"# Pricing Strategy\n\n## Scope\n\n**Covers**\n- Pricing strategy and price setting (new product or repricing)\n- Packaging and plan design (freemium, trials, feature gating, add-ons)\n- Willingness-to-pay (WTP) research plan and evidence collection\n- Self-serve vs sales-led handoffs (incl. thresholds and operational constraints)\n- Conversion mechanics (sampling premium features, trial/discount design)\n- Rollout, migration, and measurement (guardrails + review cadence)\n\n**When to use**\n- “Create a pricing strategy / monetization strategy.”\n- “Propose packaging and plans for freemium → paid.”\n- “We need new price points and a rationale tied to value.”\n- “Design a free trial / reverse trial / capped trial.”\n- “Figure out when self-serve tops out and when we need sales-led.”\n\n**When NOT to use**\n- You need to define the customer, core use case, or value proposition first (do that before pricing)\n- You only want a quick competitor price scrape (no synthesis or decision support) -> use `competitive-analysis`\n- You need legal/tax/accounting advice (coordinate with qualified experts)\n- You’re making irreversible billing changes without a rollback/migration plan\n- You need to craft brand positioning or messaging strategy -> use `positioning-messaging`\n- You need to assess whether you have product-market fit before setting prices -> use `measuring-product-market-fit`\n- You need to structure partnership or channel deals -> use `partnership-bd`\n\n## Inputs\n\n**Minimum required**\n- Product: what it does, for whom, and the primary job-to-be-done\n- Target segment(s) and buying context (B2B/B2C, who pays vs who uses)\n- Current pricing (if any): plans, price points, value metric, discounts, trial\n- Objective + constraints: what decision this pricing work should change, and by when\n- Sales motion: self-serve only, sales-led, or hybrid; typical deal sizes (if known)\n- Any evidence: conversion/funnel metrics, retention, revenue mix, win/loss notes, customer quotes, competitor references\n\n**Missing-info strategy**\n- Ask up to 5 questions from [references/INTAKE.md](references/INTAKE.md).\n- If answers aren’t available, proceed with explicit assumptions and label unknowns. Include a “Validation plan” section in the output.\n\n## Outputs (deliverables)\n\nProduce a **Pricing Strategy Pack** in Markdown (in-chat; or as files if requested):\n\n1) **Context snapshot** (goal, ICP, motion, constraints, time box)\n2) **Value metric + segmentation hypotheses** (primary + alternates)\n3) **WTP evidence plan** (who to talk to, what to ask, how to interpret)\n4) **Packaging & plans** (plan table: who it’s for, limits, included value)\n5) **Price-point options + recommendation** (ranges, rationale, discount policy)\n6) **Conversion mechanics plan** (trial type, sampling premium value, friction reduction)\n7) **Rollout + instrumentation** (migration steps, KPIs/guardrails, monitoring)\n8) **Pricing review cadence** (update triggers; default 6–12 months)\n9) **Risks / Open questions / Next steps** (always included)\n\nTemplates: [references/TEMPLATES.md](references/TEMPLATES.md)\n\n## Workflow (7 steps)\n\n### 1) Intake + decision framing\n- **Inputs:** User context; [references/INTAKE.md](references/INTAKE.md).\n- **Actions:** Confirm the decision, timeline, and who will use the output. Capture current pricing (if any), motion (self-serve vs sales-led), and constraints (billing, contracts, compliance, brand).\n- **Outputs:** Context snapshot + “success looks like” metrics.\n- **Checks:** A stakeholder can answer: “What decision will this pricing work change?”\n\n### 2) Clarify value and who pays (segment map)\n- **Inputs:** ICP/use case; current customers/users (if any).\n- **Actions:** Define 1–3 primary segments, buyer vs user roles, and the core value delivered (outcomes + avoided risks). Identify switching costs and “must-have” trust requirements.\n- **Outputs:** Segment map + value narrative per segment.\n- **Checks:** Value is stated as outcomes (not features). Buyer and user are not conflated.\n\n### 3) Choose pricing architecture (value metric + packaging)\n- **Inputs:** Segment map; product capabilities; constraints.\n- **Actions:** Propose 1 primary value metric (and 1–2 alternates). Design packaging: plans, limits, add-ons, and what is free vs paid. Explicitly define self-serve vs sales-led boundaries (e.g., contract size, security needs, procurement).\n- **Outputs:** Value metric options table + packaging & plans table.\n- **Checks:** Each plan has a clear “who it’s for” and an upgrade path tied to value.\n\n### 4) Treat price as a measure of value (WTP plan)\n- **Inputs:** Value narrative; packaging; any evidence.\n- **Actions:** Draft a WTP evidence plan: which segments to interview, what scenarios to test, and how to triangulate price sensitivity (qual + quant). Keep hypotheses explicit; avoid “pricing by vibes”.\n- **Outputs:** WTP plan + interview/survey prompts (as needed).\n- **Checks:** For each plan, the price is justified by value delivered and a plan to validate WTP.\n\n### 5) Design conversion mechanics (sampling + friction reduction)\n- **Inputs:** Funnel metrics; onboarding/trial experience.\n- **Actions:** Propose how users experience paid value before paying: sampling premium features, reverse trial/capped trial, and/or time-boxed trial. Identify monetary friction to remove (trial costs, upfront commitments) and define guardrails to protect revenue leakage.\n- **Outputs:** Conversion mechanics plan + experiment backlog.\n- **Checks:** Mechanics demonstrate premium value in-product; there are clear abuse controls and success metrics.\n\n### 6) Recommend price points + rollout and ops plan\n- **Inputs:** Packaging; WTP plan; constraints.\n- **Actions:** Propose 2–3 price-point options (good/better/best), plus a recommendation with tradeoffs. Include discounting/annual plans, sales assist triggers, and a migration/rollback approach. Define a pricing review cadence (default revisit every 6–12 months, or when value changes materially).\n- **Outputs:** Recommended price points + rollout/migration plan + review cadence.\n- **Checks:** Recommendation is operationally feasible (billing, sales, support) and has a rollback/migration path.\n\n### 7) Quality gate + finalize\n- **Inputs:** Draft pack.\n- **Actions:** Run [references/CHECKLISTS.md](references/CHECKLISTS.md) and score with [references/RUBRIC.md](references/RUBRIC.md). Add **Risks / Open questions / Next steps** and a short validation plan (what to learn next, by when).\n- **Outputs:** Final Pricing Strategy Pack.\n- **Checks:** Assumptions are explicit; evidence needs are clear; the pack is ready to share.\n\n## Quality gate (required)\n- Use [references/CHECKLISTS.md](references/CHECKLISTS.md) and [references/RUBRIC.md](references/RUBRIC.md).\n- Always include: **Risks**, **Open questions**, **Next steps**.\n\n## Examples\n\n**Example 1 (B2B SaaS, hybrid motion):**  \n“Use `pricing-strategy`. We sell workflow automation to mid-market ops teams. Current: $49/user/mo with low conversion. Goal: improve paid conversion and expansion. Motion: self-serve + sales assist. Output: a Pricing Strategy Pack with packaging options and a rollout plan.”\n\n**Example 2 (Freemium → paid, consumer):**  \n“Use `pricing-strategy`. We’re a creator tool with freemium + subscription. We want to introduce a reverse trial and improve upgrades without hurting retention. Output: pricing + trial mechanics + experiment backlog.”\n\n**Boundary example (redirect):** “We need a full competitive landscape analysis with feature comparison tables and market positioning.”\nResponse: redirect to `competitive-analysis` -- this request is about understanding the competitive landscape, not setting pricing. Use competitive insights as an input to pricing-strategy afterward.\n\n**Boundary example (insufficient context):**\n“Pick a price for us with no product, customer, or market context.”\nResponse: request minimum inputs (ICP/use case, value metric candidates, objective) and propose a WTP plan + 2-3 pricing architecture options with explicit assumptions.\n\n## Anti-patterns\n\nAvoid these common failure modes when developing pricing strategy:\n\n1. **Cost-plus pricing** -- Setting prices by adding a margin to costs instead of anchoring to customer-perceived value. Costs set the floor; value sets the ceiling. Always start with value metrics and willingness-to-pay.\n2. **Competitor-copy pricing** -- Matching a competitor's price without understanding whether your value proposition, segment, or cost structure is comparable. Competitor prices are a reference point, not a strategy.\n3. **Feature-gating without value logic** -- Putting features behind paywalls based on development cost or engineering effort rather than customer value perception. Gate features that unlock more value as the customer grows.\n4. **Ignoring the buyer/user split** -- In B2B, the person who pays (buyer/procurement) and the person who uses the product are often different. Pricing must address both: usage value for the user, ROI narrative for the buyer.\n5. **One-and-done pricing** -- Setting prices at launch and never revisiting. Pricing should be reviewed every 6-12 months or when value delivery changes materially. Always define a review cadence.","tags":["pricing","strategy","lenny","skills","plus","liqiongyu","agent-skills","ai-agents","automation","claude","codex","prompt-engineering"],"capabilities":["skill","source-liqiongyu","skill-pricing-strategy","topic-agent-skills","topic-ai-agents","topic-automation","topic-claude","topic-codex","topic-prompt-engineering","topic-refoundai","topic-skillpack"],"categories":["lenny_skills_plus"],"synonyms":[],"warnings":[],"endpointUrl":"https://skills.sh/liqiongyu/lenny_skills_plus/pricing-strategy","protocol":"skill","transport":"skills-sh","auth":{"type":"none","details":{"cli":"npx skills add liqiongyu/lenny_skills_plus","source_repo":"https://github.com/liqiongyu/lenny_skills_plus","install_from":"skills.sh"}},"qualityScore":"0.474","qualityRationale":"deterministic score 0.47 from registry signals: · indexed on github topic:agent-skills · 49 github stars · SKILL.md body (9,201 chars)","verified":false,"liveness":"unknown","lastLivenessCheck":null,"agentReviews":{"count":0,"score_avg":null,"cost_usd_avg":null,"success_rate":null,"latency_p50_ms":null,"narrative_summary":null,"summary_updated_at":null},"enrichmentModel":"deterministic:skill-github:v1","enrichmentVersion":1,"enrichedAt":"2026-04-22T00:56:24.310Z","embedding":null,"createdAt":"2026-04-18T22:16:54.176Z","updatedAt":"2026-04-22T00:56:24.310Z","lastSeenAt":"2026-04-22T00:56:24.310Z","tsv":"'-12':1272 '-3':1095 '1':359,453,528,589,594,934,1114 '12':437,836 '2':368,511,595,805,983,1094,1153 '3':375,529,574,806,1184 '4':389,651,1217 '49/user/mo':954 '5':317,401,720,1253 '6':411,436,790,835,1271 '7':422,451,864 '8':429 '9':439 'abus':785 'action':462,526,587,667,732,803,871 'ad':1122 'add':39,602,880 'add-on':38,601 'address':1241 'advic':169 'afterward':1062 'altern':374,596 'alway':445,925,1143,1280 'analysi':165,1027,1040 'anchor':1129 'and/or':747 'answer':323,503 'anti':1103 'anti-pattern':1102 'approach':826 'architectur':577,1097 'aren':324 'ask':314,385 'assess':200 'assist':821,969 'assumpt':330,903,1101 'autom':946 'avail':326 'avoid':542,692,1105 'b2b':935,1223 'b2b/b2c':252 'backlog':773,1017 'base':1195 'bd':228 'behind':1193 'bill':178,488,856 'boundari':619,1018,1063 'box':367,750 'brand':188,491 'buy':250 'buyer':532,568,1252 'buyer/procurement':1228 'buyer/user':1220 'cadenc':77,432,831,850,1284 'candid':1087 'cap':111 'capabl':585 'captur':473 'case':140,521,1084 'ceil':1142 'chang':179,277,510,841,1278 'channel':223 'chat':353 'check':499,560,634,703,774,851,902 'choos':575 'clarifi':512 'clear':639,784,909 'collect':50 'commit':760 'common':1107 'compar':1174 'comparison':1030 'competit':164,1025,1039,1047,1053 'competitive-analysi':163,1038 'competitor':154,308,1155,1160,1175 'competitor-copi':1154 'complianc':490 'confirm':463 'conflat':573 'constraint':63,270,365,487,586,802 'consum':986 'context':251,360,459,493,1066,1078 'contract':489,621 'control':786 'convers':14,64,412,722,769,957,961 'conversion/funnel':299 'coordin':170 'copi':1156 'core':138,538 'cost':546,758,1116,1126,1135,1171,1198 'cost-plus':1115 'cover':20 'craft':187 'creat':4,81 'creator':994 'current':258,474,522,953 'custom':137,306,1075,1132,1204,1215 'customer-perceiv':1131 'customers/users':523 'deal':224,293 'decis':160,272,455,465,505 'default':435,832 'defin':135,527,611,762,827,1281 'deliv':540,713 'deliver':343 'deliveri':1277 'demonstr':776 'design':33,70,105,597,721 'develop':1111,1197 'differ':1238 'discount':267,409 'discounting/annual':818 'done':245,1257 'draft':668,869 'e.g':620 'effort':1201 'engin':1200 'everi':834,1270 'evid':49,298,377,666,671,906 'exampl':932,933,982,1019,1064 'expans':963 'experi':731,736,772,1016 'expert':173 'explicit':329,610,691,905,1100 'failur':1108 'feasibl':855 'featur':36,68,567,743,1029,1186,1192,1208 'feature-g':1185 'figur':113 'file':356 'final':867,898 'first':144 'fit':207,216 'floor':1138 'frame':456 'free':107,607 'freemium':34,92,984,997 'friction':420,725,754 'full':1024 'funnel':728 'gate':37,866,917,1187,1207 'goal':362,958 'good/better/best':811 'grow':1216 'guardrail':75,763 'handoff':58 'hurt':1010 'hybrid':291,937 'hypothes':372,690 'icp':363 'icp/use':520,1083 'identifi':544,752 'ignor':1218 'improv':959,1007 'in-chat':351 'in-product':779 'incl':59 'includ':334,399,446,817,926 'info':312 'input':229,457,519,581,661,727,798,868,1057,1082 'insight':1054 'instead':1127 'instrument':424 'insuffici':1065 'intak':454 'interpret':388 'interview':676 'interview/survey':699 'introduc':1002 'irrevers':177 'job':242 'job-to-be-don':241 'justifi':710 'keep':689 'known':296 'kpis/guardrails':427 'label':332 'landscap':1026,1048 'launch':1262 'leakag':767 'learn':893 'led':57,127,289,485,618 'legal/tax/accounting':168 'like':497 'limit':398,600 'logic':1190 'look':496 'low':956 'make':176 'map':518,555,583 'margin':1124 'markdown':350 'market':206,215,950,1033,1077 'match':1158 'materi':842,1279 'measur':74,213,656 'measuring-product-market-fit':212 'mechan':15,65,413,723,770,775,1015 'messag':191,196 'metric':10,266,300,370,498,579,592,628,729,789,1086,1147 'mid':949 'mid-market':948 'migrat':72,425 'migration/rollback':825 'minimum':230,1081 'miss':311 'missing-info':310 'mix':303 'mode':1109 'monet':85 'monetari':753 'monitor':428 'month':438,837,1273 'motion':282,364,478,938,964 'must':549,1240 'must-hav':548 'narrat':557,663,1249 'need':95,124,133,167,185,198,218,624,702,907,1022 'never':1264 'new':26,96 'next':443,884,894,930 'note':305 'object':269,1088 'often':1237 'on':40,603 'onboarding/trial':730 'one':1255 'one-and-don':1254 'op':796,951 'open':441,882,928 'oper':62,854 'option':405,629,810,977,1098 'outcom':541,565 'output':341,342,472,492,553,626,696,768,843,897,970,1012 'pack':8,348,870,901,911,974 'packag':11,30,88,390,580,598,631,664,799,976 'paid':93,609,737,960,985 'partnership':221,227 'partnership-bd':226 'path':647,863 'pattern':1104 'pay':44,254,516,740,1152,1227 'paywal':1194 'per':558 'perceiv':1133 'percept':1206 'person':1225,1231 'pick':1067 'plan':32,47,90,183,262,337,378,391,392,414,599,632,636,660,672,698,706,716,771,797,801,819,848,890,981,1093 'plus':812,1117 'point':13,98,264,404,793,809,846,1180 'polici':410 'posit':189,195,1034 'positioning-messag':194 'premium':67,418,742,777 'price':2,6,12,17,21,24,83,97,148,155,210,259,263,274,346,403,430,475,508,576,653,685,693,708,792,808,829,845,899,941,972,989,1013,1051,1060,1069,1096,1112,1118,1120,1157,1162,1176,1239,1258,1260,1266 'price-point':402,807 'pricing-strategi':1,940,988,1059 'primari':240,373,530,590 'proceed':327 'procur':625 'produc':344 'product':27,205,214,232,584,781,1074,1235 'product-market':204 'prompt':700 'propos':87,588,733,804,1090 'proposit':143,1168 'protect':765 'put':1191 'qual':687 'qualifi':172 'qualiti':865,916 'quant':688 'question':318,442,883,929 'quick':153 'quot':307 'rang':407 'rather':1202 'rational':101,408 're':175,992 'readi':913 'recommend':406,791,814,844,852 'redirect':1020,1036 'reduct':421,726 'refer':309,1179 'references/checklists.md':873,874,920,921 'references/intake.md':320,321,460,461 'references/rubric.md':878,879,923,924 'references/templates.md':448,449 'remov':756 'repric':29 'request':358,1042,1080 'requir':231,552,918 'research':46 'respons':1035,1079 'retent':301,1011 'revenu':302,766 'revers':109,744,1004 'review':76,431,830,849,1269,1283 'revisit':833,1265 'risk':440,543,881,927 'roi':1248 'role':535 'rollback/migration':182,862 'rollout':16,71,423,794,980 'rollout/migration':847 'run':872 'saa':936 'sale':56,126,281,288,484,617,820,857,968 'sales-l':55,125,287,483,616 'sampl':66,417,724,741 'scenario':678 'scope':19 'score':876 'scrape':156 'section':338 'secur':623 'segment':247,371,517,531,554,559,582,674,1169 'self':52,117,284,480,613,966 'self-serv':51,116,283,479,612,965 'sell':944 'sensit':686 'serv':53,118,285,481,614,967 'set':25,209,1050,1119,1136,1140,1259 'share':915 'short':888 'size':294,622 'skill' 'skill-pricing-strategy' 'snapshot':361,494 'source-liqiongyu' 'split':1221 'stakehold':501 'start':1144 'state':563 'step':426,444,452,885,931 'strategi':3,7,18,22,84,86,192,313,347,900,942,973,990,1061,1113,1183 'structur':220,1172 'subscript':998 'success':495,788 'support':161,858 'switch':545 'synthesi':158 'tabl':393,630,633,1031 'talk':381 'target':246 'team':952 'templat':447 'test':680 'threshold':60 'tie':102,648 'time':366,749 'time-box':748 'timelin':466 'tool':995 'top':119 'topic-agent-skills' 'topic-ai-agents' 'topic-automation' 'topic-claude' 'topic-codex' 'topic-prompt-engineering' 'topic-refoundai' 'topic-skillpack' 'tradeoff':816 'treat':652 'trial':35,108,110,112,268,415,746,751,757,1005,1014 'trial/capped':745 'trial/discount':69 'triangul':684 'trigger':434,822 'trust':551 'type':416 'typic':292 'understand':1045,1164 'unknown':333 'unlock':1210 'updat':433 'upfront':759 'upgrad':646,1008 'us':1071 'usag':1243 'use':80,131,139,162,193,211,225,257,470,919,939,987,1052,1233 'user':458,534,570,735,1247 'valid':336,718,889 'valu':9,104,142,265,369,400,419,513,539,556,561,578,591,627,650,658,662,712,738,778,840,1085,1134,1139,1146,1167,1189,1205,1212,1244,1276 'vibe':695 'vs':54,255,482,533,608,615 'want':151,1000 'whether':201,1165 'willing':42,1150 'willingness-to-pay':41,1149 'win/loss':304 'without':180,1009,1163,1188 'work':275,509 'workflow':450,945 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Works with Codex + Claude Code.","skill_md_sha":"218e27df74e8247b1903fe695ac0d55c5a9074e1","skill_md_path":"skills/pricing-strategy/SKILL.md","default_branch":"main","skill_tree_url":"https://github.com/liqiongyu/lenny_skills_plus/tree/main/skills/pricing-strategy"},"layout":"multi","source":"github","category":"lenny_skills_plus","frontmatter":{"name":"pricing-strategy","description":"Create a Pricing Strategy Pack (value metric, packaging, price points, conversion mechanics, rollout)."},"skills_sh_url":"https://skills.sh/liqiongyu/lenny_skills_plus/pricing-strategy"},"updatedAt":"2026-04-22T00:56:24.310Z"}}