Cause of Death · 2 exhibits
Pricing & Packaging Failure
A pricing and packaging failure is when the underlying value a product delivers is real, but the commercial model around it makes adoption irrational for the buyer — the price is too high relative to the alternative, the unit of pricing doesn't match how the buyer experiences value, or hidden downstream costs erase the up-front appeal. This is different from a product simply being expensive: category-defining products often launch at a premium and succeed. The failure mode is a mismatch between what is charged and what is understood to be paid for — charging per seat when value is per outcome, charging a premium for a category the market still associates with a commodity price point, or requiring an ongoing cost the buyer did not budget for at the moment of purchase.
How to recognize it early
- The price is justified internally by cost-plus reasoning rather than by what the buyer's next-best alternative costs
- The unit being charged for (per seat, per device, per month) doesn't match the unit the buyer perceives value in
- A recurring or hidden cost only becomes apparent to the buyer after the purchase decision is made
- Sales conversations spend more time defending the price than explaining the outcome
How to avoid it
Pricing is a positioning decision, not a finance one — see our approach to go-to-market strategy.
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