Worksheet · B2B: Business Pricing Health Check
Price the next launch before it ships
New offers usually get a cost build-up and a glance at the range. This sheet sets the price from the customer's alternative and the value of the difference, and decides the structure before the number. It builds the Competent step of the check:
New offers are priced with reference to customer value and the competitive alternative, before launch.
Step 1. The reference points
| Question | Answer |
|---|---|
| What the customer uses today instead (the competitive alternative) | |
| Its full cost to them, including their own time and waste | |
| What ours does better, in the customer's dollars | |
| What ours does worse | |
| Our cost floor (unit cost plus cost to serve) |
Step 2. The structure, before the number
| Decision | Options | Our choice |
|---|---|---|
| What we charge per (unit, tonne, month, user, job) | ||
| How many price points | ||
| Versions or tiers | ||
| The fence between versions | ||
| Discount rules at launch |
More price points add value up to a point. Past it, they confuse customers and staff.
Step 3. The number
| Price point | Cost floor | Competitive alternative | Value ceiling | Launch price | Why here |
|---|---|---|---|---|---|
| e.g. Standard version | $80 | $110 | $150 | $125 | Room under the ceiling to win first trials |
Step 4. The review
| Review date | What we will measure (win rate at quote, discount given, margin) | Owner |
|---|---|---|
Done when: the launch pack shows the competitive alternative, the value reference and the structure decision, signed off before launch.
Adapted from our own B2B pricing playbook (PSP, 2026).
From the B2B: Business Pricing Health Check. Your report links the sheet for each of its moves.