- Framing: Pricing is a go-to-market decision, not a math problem — it shapes sales speed and expansion.
- Framework: “Waterfall” decision tree routes founders through four questions to choose between seat-based, usage-based, outcome-based, or platform pricing.
- Key trap: Most founders default to pricing based on internal architecture (API calls, compute); customers care about outcomes.
- Examples: Salesforce, Snowflake, Intercom used as model comparisons.
Entities: The GTM Newsletter