Translating the benefit-value continuum into the product features and functionality is easier said than done. Most start-ups over-engineer solutions that make their own product vision “complete.” But savvy product management requires omitting the features that drive the costs more than adding value for paying customers. Bringing the pricing process as early as possible into the development cycle will help determine what to build and what to omit accor...

Make sure to structure your pricing plan to maximize your retention once you begin applying full price. Determine how you will align the value delivered with different plans and how you will mobilize buyers from lower priced tiers to higher priced tiers. Find the balance between too much value and not enough value in your free or trial plans. Test different sets of fences, caps, and triggers to influence the buying behavior, during your beta period. F...

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