Value-delivered vs Expectation-to-pay

Aug 29 in Pricing

brilliant concept in the webinar from yesterday. very tangible example with the plumber ... nevertheless, even after applying this to the ai21 case, i am still struggling a bit to translate that to our own reality, or at least how i evaluate where on the two scales a certain aspect ranges. that might have to do with me (in this case) working on a new offering that doesn't have customers yet. What is your experience @all: If you can't ask existing customers, do you start elsewhere than suggested on the webinar? Do you ask prospect customers for your future, even though they might not understand your product/service without explanation?

I know its a bit the chicken-egg thing - just curious for your experience.

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