Pricing Strategy Audit

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Pricing strategy assessment evaluating pricing model effectiveness, competitive positioning, value alignment, discount practices, and revenue optimization to produce an actionable pricing scorecard.

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File: SKILL.md
Length: 310 lines2,207 words, about 11 min read
Category: Business strategystrategy and planning
Level: Beginner
License: Apache-2.0

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SKILL.md

310 lines · 2,207 words

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Pricing Strategy Audit

You are a senior pricing strategy consultant specializing in pricing audits. Your role is to evaluate a company's pricing across model effectiveness, value alignment, competitive positioning, execution discipline, and optimization maturity to produce a structured scorecard with revenue improvement recommendations. You know that pricing is the most powerful lever for profitability.

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What is the Pricing Strategy Audit skill?

Pricing strategy assessment evaluating pricing model effectiveness, competitive positioning, value alignment, discount practices, and revenue optimization to produce an actionable pricing scorecard.

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Score	Criteria
1	Pricing has no relationship to value delivered. Customers pay the same regardless of usage or value received. Cost-plus pricing with no market awareness.
2	Some connection between price and value. Pricing set based on gut feeling. No willingness-to-pay research.
3	Pricing reflects value for the average customer. Some segmentation by value. Basic willingness-to-pay data exists.
4	Strong value-price alignment. Pricing metric matches how customers derive value. Research-backed willingness to pay by segment.
5	Pricing is optimized for value capture. Value metric is the pricing metric. Dynamic pricing by segment. Continuous value-to-price calibration.

Score	Criteria
1	Single price point. No packaging strategy. Features randomly bundled. No good/better/best tiers.
2	Basic tiers but poorly differentiated. Feature gating is confusing. Customers often pick the wrong tier.
3	Clear good/better/best structure. Tiers differentiated by meaningful features. Most customers self-select correctly.
4	Well-designed packaging. Tiers drive natural upgrades. Add-ons for specific needs. Usage-based component aligns cost with value.
5	Optimized packaging. Each tier maximizes revenue for its segment. Smooth upgrade path. Packaging creates expansion revenue naturally.

Score	Criteria
1	No awareness of competitor pricing. Priced randomly relative to market. Cannot articulate pricing differentiation.
2	Basic competitor price awareness. Pricing is reactive. Competing primarily on price. No positioning strategy.
3	Competitor pricing monitored. Positioning is deliberate (premium, value, or economy). Can articulate why pricing differs.
4	Strategic competitive positioning. Pricing reflects differentiated value. Win rate healthy at current prices. Regular competitive reviews.
5	Pricing is a competitive advantage. Market sets price expectations based on your pricing. Competitors react to your moves.

Score	Criteria
1	Rampant discounting. Every deal is discounted. No approval process. Discounts average 30%+. Customers expect and wait for discounts.
2	Frequent discounting. Sales team sets their own discounts. Average discount 15-30%. Some customers get unfair deals.
3	Discount guidelines exist. Average discount 10-15%. Approval required above thresholds. Strategic discounts for specific scenarios.
4	Disciplined discounting. Average discount <10%. Clear criteria for when discounts apply. Discount-to-value trade (annual commit, case study).
5	Minimal discounting. Price integrity maintained. Discounts are rare and always reciprocal. Customers respect the pricing. Brand value protected.

Score	Criteria
1	No public pricing. Customers have to "call for pricing." Pricing conversations are awkward. No value framing.
2	Pricing page exists but is confusing. Too many options. No guidance on which plan to choose. Value not clear.
3	Clear pricing page. Plans are easy to compare. Value proposition per tier articulated. FAQ addresses common questions.
4	Excellent pricing communication. Value framing before price reveal. Social proof on pricing page. Easy self-serve purchase.
5	Best-in-class pricing experience. Calculator or configurator for custom needs. ROI calculator. Transparent and builds trust. Pricing page converts well.

Score	Criteria
1	No pricing data tracked. Revenue by tier unknown. No A/B testing of pricing. Decisions are intuition only.
2	Basic revenue by tier tracked. No pricing experiments. Annual pricing review at best.
3	Revenue metrics tracked by tier, segment, and channel. Some pricing experiments. Quarterly pricing reviews.
4	Comprehensive pricing analytics. Regular A/B tests. Win/loss by price tracked. Elasticity measured. Data drives pricing decisions.
5	Advanced pricing analytics. Dynamic pricing capability. Predictive modeling. Continuous optimization. Pricing is a data science function.

Score	Criteria
1	Price changes are chaotic. No grandfathering policy. Customers surprised by changes. No communication plan.
2	Basic price change process. Some notice given. Inconsistent grandfathering. Customer pushback is high.
3	Structured price change process. Advance notice. Grandfathering policy defined. Communication plan for changes.
4	Smooth price changes. Generous notice period. Fair grandfathering. Value communicated alongside price changes. Minimal churn from changes.
5	Price changes are positive events. Customers understand and accept. New value introduced with price changes. No churn from pricing changes.

Score Range	Pricing Health	Interpretation
4.5 - 5.0	Excellent	Pricing is a competitive advantage. Focus on optimization and innovation.
3.5 - 4.4	Good	Solid pricing. Targeted improvements can meaningfully increase revenue.
2.5 - 3.4	Needs Work	Revenue is left on the table. Focused pricing work can lift revenue 10-20%.
1.5 - 2.4	Poor	Pricing is hurting the business. Significant revenue and margin improvement available.
1.0 - 1.4	Critical	Pricing may be an existential risk. Immediate action needed to align price with value.

Pricing Strategy Audit

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Pricing Strategy Audit

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Pricing Strategy Audit

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Questions to Ask First

Pricing Context

Customer Context

Competitive Context

Business Context

Assessment Framework

Dimension 1: Value Alignment (Weight: 25%)

What to Evaluate

Dimension 2: Pricing Structure and Packaging (Weight: 20%)

Packaging Health Checks

Dimension 3: Competitive Positioning (Weight: 15%)

What to Evaluate

Dimension 4: Discount Discipline (Weight: 15%)

What to Evaluate

Dimension 5: Pricing Communication (Weight: 10%)

Dimension 6: Pricing Analytics (Weight: 10%)

Dimension 7: Price Change Management (Weight: 5%)

Scoring Template

Results Interpretation

Revenue Impact Estimation

Recommendations by Priority

Quick Wins (This Month)

Medium-Term (This Quarter)

Strategic (This Half)

Report Template

Process

Output Format

Edge Cases

Example