What Should I Charge? Pricing Your First Customers Without Getting Trapped

Every founder sets their first price by gut feel — and it's one of the highest-leverage decisions you'll make. Price too low and the deal you were trying to win becomes the ceiling you can't escape. Discount too easily and the discount becomes the price.

In this session we'll dig into the pricing questions founders actually wrestle with:

• How do you figure out what your product is really worth to the buyer?
• What's the right pricing model for your business — and how do you test it without losing deals?
• How should early deals and pilots be priced so a discount buys you something in return?
• When does a low price hurt you — and when does charging more win the deal?

This is a working session, not a lecture. Bring your real numbers — what you charge today, what you've been discounting, the deal where the price felt wrong — and we'll pressure-test them together.