Madhavan Ramanujam

Chapters

Pricing Strategy for AI Companies

The Two-by-Two Framework: Attribution and Autonomy

POC Strategy: Creating Business Cases Not Feature Tests

Beautifully Simple Pricing Strategy

Mastering B2B Negotiations: Gives and Gets

Mastering Value Selling and ROI Modeling

Negotiation Tactics: Options, Anchoring, and Tapering Concessions

Market Share vs Wallet Share: The Dual Engine

Land and Expand: Strategic Pricing for Upsell

Scaling Innovation: Key Axioms and Principles

Key Concepts

• 20-80 axiom
• 20-80 rule
• AI pricing
• MVP redefinition
• POC framing
• ROI buckets
• ROI modeling
• affirmation loops
• anchoring
• attribution
• autonomy
• business case
• churn prevention
• co-creation
• concession strategy
• concession tapering
• expansion revenue
• feature fencing
• free tier strategy
• gives and gets
• hybrid pricing
• labor budgets vs software budgets
• land and expand
• lead qualification
• market share