The beauty of B2B is that you simply ask your customers! No, not how much we should price it, but “How much is this problem costing you - in lost revenue, profit, productivity, compliance, time?”. You need to get a solid answer to this question from 50–100 prospects, before you start building the product. Once you have this answer the same way from different businesses, you can work backward into your value-based pricing.

The beauty of B2B is that you simply ask your customers! No, not how much we should price it, but “How much is this problem costing you - in lost revenue, profit, productivity, compliance, time?”. You need to get a solid answer to this question from 50–100 prospects, before you start building the product. Once you have this answer the same way from different businesses, you can work backward into your value-based pricing.