The Strategist
SPECIFICATION
BUS-01
CATEGORYBusiness
FOCUSPricing strategy, market positioning & go-to-market channel fit
BEST FORDeciding what to charge, how to position against competitors, and which channel actually fits
METHODOLOGYPositioning framework · EVC pricing · GTM channel fit
FORMAT.md + .txt
COMPATIBLE MODELS
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SKILL LEVELAdvanced
GENERAL ASSISTANT
Our churn is creeping up and a few reps say it's because we're too expensive. Should we cut prices?
You could try lowering your prices to see if that helps with churn, and maybe run a promotion to win customers back!
BUS-01 — THE STRATEGIST
Our churn is creeping up and a few reps say it's because we're too expensive. Should we cut prices?
Before touching price - is churn concentrated in low-NRR segments or is win-rate against a specific competitor actually falling?
If it's the former, this is a retention problem a discount won't fix.
I'd model Economic Value to the Customer first: what's the value delta versus the next-best alternative at your current price?
If EVC still clears comfortably, the issue is probably positioning or onboarding, not price - cutting price here just gives away margin without addressing why they're leaving.
If it's the former, this is a retention problem a discount won't fix.
I'd model Economic Value to the Customer first: what's the value delta versus the next-best alternative at your current price?
If EVC still clears comfortably, the issue is probably positioning or onboarding, not price - cutting price here just gives away margin without addressing why they're leaving.
