The Pricing Story Worksheet¶

From Ron Davis — AWS Marketplace discovery & GTM · From listed to bought. SaaS Marketing Foundry toolkit.

For committed-spend deals and data/AI products bought by humans and agents. Work the five blocks top to bottom — you finish with a price you can defend and a story a buyer repeats. (Lives well in a spreadsheet — one tab per block.)

01 · Name your value metric¶

The thing that scales with the buyer's success — not the thing that's easy for you to count.

Prompt	Your answer
What does the buyer actually get? (outcome, not feature)
What scales as they succeed? (seats · calls · GB · tokens · outcomes)
Does your current price track it? (if not, that's the gap)

02 · Build the package ladder¶

Three tiers, each for a different buyer and a different moment.

Tier	Who it's for	What's in it	Price / unit
Entry
Standard
Committed

Test: can a buyer self-select their tier in one read? If two tiers feel the same, collapse them.

03 · Write the pricing narrative¶

Fill the blanks. This paragraph goes on the listing and into the deal.

We price on [value metric] because that's what grows as you get [buyer outcome]. A typical [buyer type] starts at [entry] and scales to [committed] as [what grows]. You can see the full cost before you talk to us, and the price tracks your usage — so it's defensible in a procurement review and predictable on your AWS bill.

04 · Add the agent-buyer note¶

How an autonomous buyer would evaluate and transact this.

Prompt	Your answer
Units, as data (expressible without a sales call)
Cost predictability (what a budget-bounded agent can model)
Machine-readable terms (acceptable without a human handshake)

05 · Find the committed-spend unlock¶

Where a private offer or committed structure unlocks a bigger deal.

Prompt	Your answer
Which deals justify a private offer?
EDP / MACC fit (does it draw down committed AWS spend?)
The trade you'll offer (term / volume for price or features)

Pressure-test your price with me. Book a 30-min working session → https://calendly.com/itsrondavis/vellocity-gtm-discovery-30-min Weekly GTM teardown → https://itsrondavis.substack.com