XY Learn · Value Creation
Value Pricing the Product
The fastest lever on profit is the one most founders never pull.
Δ Pricing
Duration
1 day
Hours
6 hours
Delivery
Online intensive
Who it's for
Founders, commercial leads, product managers
The hook
A 1% price improvement moves profit more than a 1% volume gain — and costs nothing to ship.
Intent · Rebuild your price on economic value to the customer, with a packaging architecture and a discount discipline your team can hold.
Take this if
Six signals you are leaking this value
01
Price was set by looking at a competitor
02
Every deal ends in a discount
03
One plan, one number, no expansion path
04
Sales cannot articulate value in currency
05
Usage grows, revenue does not
06
AI costs eat margin invisibly
About the course
Value pricing starts with the customer's economics: what does your product save, earn or de-risk for them per month? Price is a share of that, captured through packaging.
We build the value model, then the architecture: what is the value metric, what is bundled, what is a gate, what expands automatically.
2026 additions: outcome- and consumption-based pricing with AI COGS floors, hybrid seat+usage models, credit systems, and agent-driven procurement where price legibility beats negotiation.
Tools you will use
- EVC model
- Packaging matrix
- Van Westendorp / conjoint lite
- Discount governance ladder
Prerequisite
Willingness to change your price.
Curriculum
What we cover, hour by hour
01 · Economic value to customer
- Quantify saved cost, earned revenue, avoided risk
- Reference value vs differentiation value
- Willingness-to-pay research that is not a survey question
- Value story in the buyer's currency
02 · Architecture
- Choosing the value metric
- Good-better-best, gates and expansion levers
- Usage, credits and hybrid AI pricing
- Margin floors when inference is variable cost
03 · Discipline
- Discount policy and approval ladders
- Price increase playbook and grandfathering
- Migration mechanics without churn spikes
- Measuring realised vs list price
Key takeaways
- A quantified value model per segment
- A packaging architecture with an expansion path
- A defensible list price and floor
- Discount governance that survives quarter-end
You leave with
- Value model workbook
- New pricing page architecture
- Migration plan
- Sales value-narrative sheet
Measured value
The numbers this course is meant to move
| Metric | Target |
|---|---|
| Realised / list price | > 85% |
| Gross margin | Above floor after AI/infra COGS |
| Net revenue retention | > 110% via expansion mechanics |
Run this with your team
Cohort seats or a private team session — 6 hours, delivered online and applied to your own venture.
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