Discounting feels kind. It is often a confession that you have not named the value.
What the number means
A price tells the buyer who the product is for. Too low, and serious customers assume it cannot hold their world. Too high without proof, and you are asking them to fund your confidence.
The work is to locate the cost of the status quo. If a team wastes six hours a week, the software is not competing with a rival tool. It is competing with that waste.
A cleaner experiment
Raise the price for new customers. Keep the promise the same. Measure churn, sales-cycle length, and who suddenly leans in. Pricing is research you get paid to run.
