FOUNDER
I'm thinking of launching an enterprise tier at €499. There's demand. But if I get the price wrong I burn trust with the 12 customers I already have.
CO-PILOT
How are those 12 customers distributed?
FOUNDER
8 on starter (€49), 4 on pro (€199).
CO-PILOT
Three things to clarify before the price:
- Would the 4 pro customers use enterprise features if they had them? If yes, you risk having to grandfather them.
- Is €499 anchored to the value the customer extracts, or to the cost you're left with?
- Among prospects in the pipeline, how many are enterprise-shaped vs pro?
Once those are clear, the price clarifies itself.
FOUNDER
On point 1 — 2 of the 4 on pro have already asked me for SSO and audit log.
CO-PILOT
Then the problem isn't enterprise pricing. You've under-monetized existing power users. The question to reframe: pricing change + upgrade path with loyalty discount — that's the move, not a new launch.