Price aligned with the differing value and willingness to pay across your segments, so you are not charging everyone the same for very different value.
Where it is fair and workable, differentiate price by segment, customer size, use case, or value received. This is matching price to value, the same principle behind student discounts and enterprise pricing, not gouging. The basis must be fair and defensible, never arbitrary.
| Segment | Value they receive / willingness to pay | Differentiation basis | Price approach |
|---|---|---|---|
| Size / use case / volume | |||
Where segments genuinely receive very different value, charging them the same leaves money on the table at the top and risks pricing out the bottom. Differentiation done fairly captures more at the top without losing the price-sensitive at the bottom.
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