Revenue model and pricing for founder led companies
Pricing is the fastest way to grow profit without extra load on the team. Use these answers to set a steady review rhythm, protect key accounts, and make buying simple.
Questions and short answers
How often should I review pricing
Run a light pricing check each quarter and a deeper review twice a year. Look at win rate by segment, discount levels, cost changes, and the value you now deliver. Test changes with small customer groups before you roll out. Update quoting guidance and talk tracks so sales knows when to hold list price and when to trade for value.
Set your pricing review rhythm
How do I raise prices without losing key accounts
Segment accounts by strategic value and risk. Set clear increase bands and reasons that tie to outcomes you deliver. Give notice and offer options such as a term commitment or a bundle that lifts value. Have leaders call top accounts. Anchor a new list price and use a phased increase if needed. Track renewal risk weekly until changes settle.
Raise prices without churn
Should I add subscriptions or service contracts to smooth revenue
Yes when customers have a recurring need and care about uptime, response time, or predictable results. Define a clear service level agreement and what is included. Price to value rather than to hours. Start with current customers and a short pilot. Watch attach rate, churn, and gross margin. Avoid custom promises that are hard to deliver at scale.
Add subscriptions and service contracts
Which discounts help and which ones destroy margin
Helpful discounts reward behaviours that lower your costs or raise lifetime value. Examples include prepayment, multi year terms, and volume steps tied to a true cost curve. Harmful discounts are one off, evergreen, or given late in the cycle without value traded back. Set approval guardrails and review deals each week so patterns do not drift.
Design a smart discount policy
How do I build a tiered pricing model that is easy to sell
Use three tiers that match clear outcomes. Good. Better. Best. Show what is included and the limits for each tier. Make the step ups obvious so buyers can self select. Keep the top tier as an anchor with premium response and extras. Provide one page price cards and simple scripts so every rep can explain value in the same way.
Build a tiered pricing model
Related links
Sales and revenue
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Strategy and growth
Last updated: August 27, 2025
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