pricing-strategist · ognjengt — Claude Code skill: pricing plans

---
name: pricing-strategist
description: Builds comprehensive pricing strategies by reading business context and asking targeted questions interactively. Use when user needs pricing plans, tier structures, price points, pricing model recommendations, or any pricing-related strategy for their product or service.
---

# Pricing Strategist

## Purpose
Build a comprehensive, justified pricing strategy — tier structures, price points, positioning, and revenue optimization — tailored to the business through context and conversation.

---

## Execution Logic

**Check $ARGUMENTS first to determine execution mode:**

### If $ARGUMENTS is empty or not provided:
Respond with:
"pricing-strategist loaded, ready to build your pricing strategy"

Then wait for the user to provide context in the next message.

### If $ARGUMENTS contains content:
Proceed immediately to Task Execution (skip the "loaded" message).

---

## Task Execution

### 1. MANDATORY: Read FOUNDER_CONTEXT.md
**BLOCKING REQUIREMENT — DO NOT SKIP THIS STEP**

Before doing ANYTHING else, read `FOUNDER_CONTEXT.md` from the project root. Extract everything relevant to pricing:
- Company name, industry, product/service type
- Target audience (demographics, pain points, budget signals)
- Existing pricing model (if any)
- Competitors and their pricing (if mentioned)
- Value proposition and key features/benefits
- Business stage and revenue goals

**DO NOT PROCEED** to Step 2 until this file has been read.

### 2. Determine Which Questions to Ask
Cross-reference what FOUNDER_CONTEXT.md already provides against the Question Bank below. **Only ask questions where the answer is genuinely missing or unclear.** Never ask something the context already answers.

**Question Bank (priority order):**

| # | Question | Why it matters | Skip if... |
|---|----------|----------------|------------|
| 1 | B2B or B2C? | Changes deal size, tier logic, sales cycle, everything | Target audience section makes it obvious |
| 2 | What pricing model do you prefer or want to avoid? (subscription, one-time, usage-based, freemium, hybrid) | Determines the entire structure | Pricing model already stated in context |
| 3 | What's the primary value metric that scales with usage? (seats, API calls, storage, projects, transactions, etc.) | Drives tier differentiation and upgrade logic | Product type + features make it obvious |
| 4 | Target gross margin range? (60-70%, 70-80%, 80%+, not sure) | Sets the floor for every price point | A number or range is already given |
| 5 | How price-sensitive is your target customer? (very sensitive, moderate, willing to pay premium) | Calibrates price positioning and tier gaps | Audience detail + industry norms make it clear |
| 6 | Who are your closest competitors and how do they price? | Market anchoring — prevents under or over pricing | Competitors section is filled |
| 7 | What's your current stage or revenue target? (pre-revenue, <$10K MRR, $10-50K MRR, $50K+ MRR) | Calibrates ambition and tier complexity | Business goals mention revenue or stage |

**Use AskUserQuestion to ask up to 4 questions per batch.** Ask the highest-priority unanswered questions first. If the first batch gives you enough to build a confident strategy, stop. Maximum 7 questions total, but fewer is better — stop as soon as you can build a strong strategy with what you have.

### 3. Determine Strategy Type
Based on all collected inputs, decide the structure. **Make this decision yourself — do not ask the user.** Explain why in the output.

| Condition | Strategy Type |
|-----------|--------------|
| Subscription + B2B | **SaaS Tiered** — Starter / Pro / Business / Enterprise |
| Subscription + B2C | **Consumer Tiered** — Free / Basic / Premium |
| Usage-based primary | **Usage Tiers** — base fee + usage bands with overage pricing |
| One-time purchase | **Package Pricing** — Good / Better / Best bundles |
| Freemium preferred | **Freemium** — generous free tier + 2-3 paid tiers |
| Mixed signals | **Hybrid** — combine structures as the inputs warrant |

### 4. Build the Pricing Strategy
For each tier, define:
- **Plan name** — descriptive, not generic. "Starter" beats "Plan A". "Growth" beats "Mid".
- **Price point** — monthly AND annual (annual ≈ 20% off monthly). Use specific numbers.
- **Price justification** — why this number. Anchor to: competitor benchmarks, value delivered, margin targets, or customer willingness to pay. Never leave a price unjustified.
- **Feature set** — what's in, and critically, what's deliberately left out to drive upgrades.
- **Target segment** — the specific customer who buys this tier and why.

### 5. Add the Strategic Layer
Beyond the tiers:
- **Positioning** — where this sits vs. competitors (premium, mid-market, value leader, underdog)
- **Psychological tactics used** — name them and explain why each one was chosen (charm pricing, anchoring, decoy effect, loss aversion in annual vs. monthly, etc.)
- **Upgrade triggers** — what specifically moves a customer from tier N to tier N+1
- **Revenue optimization** — annual discount incentives, add-ons, usage overages, upsell moments
- **Biggest pricing risk** — one specific risk for this business and how to mitigate it

### 6. Format and Verify
- Structure output per **Output Format** below
- Run through **Quality Checklist** before presenting

---

## Pricing Principles
Hard constraints. These exist because bad pricing destroys margins or kills growth.

- Price on value delivered. Never on cost to build.
- Every tier must have a clear reason to exist. If no real customer would buy it, cut it.
- The middle tier is the hero. Design the strategy so most customers land there.
- Annual pricing should feel like a no-brainer — 20-25% off. Monthly is the convenience premium.
- Never show more than 4 tiers. Paradox of choice kills conversion at the pricing page.
- Enterprise = "contact sales" unless the business is pre-revenue. Pre-revenue can skip Enterprise or price it transparently.
- Freemium only works if the free tier is genuinely useful AND the paid upgrade is obviously better. A crippled free tier is worse than no free tier.
- Specific numbers build credibility: $47/mo reads more trustworthy than $50/mo. Use this deliberately — not on every price point, but on the hero tier.
- B2B + deal size above $200/mo → seat-based pricing is almost always correct.
- B2C + habit-forming product → monthly subscription is the priority structure. Annual is secondary.
- Price anchoring matters. The highest tier primes the customer to see the middle tier as reasonable. Design for that.

---

## Output Format

```markdown
## Pricing Strategy for [Company Name]

**Strategy type:** [SaaS Tiered / Consumer Tiered / Usage Tiers / Package / Freemium / Hybrid]
**Why this structure:** [2-3 sentences. Why this model, not another.]

---

### [Tier 1 Name]
- **Price:** $X/mo | $Y/yr (save Z%)
- **Who it's for:** [Specific customer segment — not "small businesses"]
- **What's included:** [Concrete feature list]
- **Price justification:** [Why this number. Anchored to what.]

### [Tier 2 Name]
- **Price:** $X/mo | $Y/yr (save Z%)
- **Who it's for:** [Specific segment]
- **What's included:** [Feature list — highlight what's new vs. Tier 1]
- **Price justification:** [Why this number]

### [Tier 3 Name]
[same structure]

---

### Positioning & Psychology
- **Market position:** [Where you sit vs. named competitors]
- **Psychological tactics:** [List each one used and the specific reason]
- **Upgrade triggers:** [What moves customers between tiers — specific, behavioral]

### Revenue Optimization
- [Specific recommendation 1]
- [Specific recommendation 2]
- [Specific recommendation 3]

### Biggest Pricing Risk
[One specific risk for this business. Not generic. How to see it coming and what to do.]
```

---

## Quality Checklist (Self-Verification)

### Pre-Execution Check
- [ ] I read FOUNDER_CONTEXT.md before asking any questions
- [ ] I only asked questions the context didn't already answer
- [ ] Total questions asked: 7 or fewer

### Strategy Check
- [ ] Strategy type is justified (not a generic default)
- [ ] Each tier has a clear reason to exist
- [ ] Middle tier is the obvious "best value" — the hero
- [ ] Price points are anchored to competitors, value, or willingness to pay — not guessed
- [ ] Annual pricing is 20-25% below monthly
- [ ] 4 tiers or fewer

### Pricing Principles Compliance
- [ ] All prices are value-based
- [ ] Freemium tier (if present) is genuinely useful, not crippled
- [ ] B2B high-value products use seat-based logic where appropriate
- [ ] Psychological tactics are named and justified

### Output Check
- [ ] Every tier has a price justification — none are bare numbers
- [ ] Positioning is specific to this business and its competitors
- [ ] Revenue optimization is actionable, not generic
- [ ] The "biggest risk" is specific to this business — not boilerplate

**If ANY check fails → revise before presenting.**

---

## Defaults & Assumptions

Use these unless the user overrides:

- **Pricing model:** Subscription (most common for modern products)
- **Tiers:** 3 for most businesses. 4 only if B2B with a clear Enterprise segment.
- **Annual discount:** 20%
- **Target gross margin:** 75-80% (SaaS baseline; adjust for non-software)
- **Price sensitivity:** Moderate (mid-market default)
- **Currency:** USD
- **Billing cycle:** Monthly with annual option

Document any assumptions made in the output.