Kevin Hale never disappoints with these presentations! Good stuff brother! Keep being excellent!

I love Kevin's talks! Pricing feels like voodoo. The fact that this works is amazing, excellent simple tips to follow.

Very insightful..Kevin's presentation is worth over millions of dollars to me.

This presentation definitely has 10X value, being in Freemium model. Thanks Kevin!

Price thermometer, optimize price table and 10/5/20 rule of thumb are valuable tips that can be applied immediately. Thanks Kevin, much value here!

This was by far the most helpful and valuable presentation I've seen! Thanks!!

Important information about refunds: what a joy

Started watching thinking, "God this is awesome stuff, why didn't I watch this earlier?!" only to realize it was posted today. Now I have to completely overhaul my pricing strategy but I'm not late to this video party, so I've got that going for me...

Just the issue my startup was currently facing. These YC videos are a godsend

Those are simple, yet *perfectly on-point slides* . Amazing value from all your presentations so far. To give you guys also little bit of experience from Edgy, esp. for Edtech startups here: At first I wanted to start off with online courses & curriculums at around $300. Only later I realized I could just throw a *2-month mentorship* into the room and see how the customers react. I chose $2,500 as starting price -which I thought they'd never pay. => *I had more signups for the mentorship than for the courses.* We went through the first row of mentorships, and the guys got amazing value. All of them have stopped losing money (which the majority of first time traders keep doing, we're talking about losses in the 5-6 figures in some cases here), and most of them are already making great gains in the short-term, but of course being consistently profitable comes with time. Conclusion: *Never underestimate the value guys.* If you turn the value around in our case, the avg. customers are saving 4-5 figures at least. This is the real value they're getting/saving.

I'm liking the 10/5/20 rule. Setting yourself up for 'relatively' easy 10x'ng of your product. Because if customers are coming in feeling that the value is 10x the price in the beginning, they'll see that value manifest as they use the product/service and ultimately will be accepting of the price eventually growing out toward that value point. Of course, that 20% 'acceptable loss' won't, but it plays into the strategy. I always worry about pricing, 'too high?' 'too low?'.... I mean I know the value and therefore the acceptable pricing of what I deliver, but in the beginning, you probably can't portray that value straight off the bat and you have to prove it. So this idea warms me to the fact that I may have to charge a tenth of what I think is right, to begin with.

There should be a book with all the information given in these videos :D "The YC way" :D

Thank you very much. loved every second of it. God bless you all.

Incredibly efficient talk. So much great information, condensed and actionable. Thanks Kevin!

kevin hale crazy 🔥 back at it again with another transformational talk

Thank you for sharing Kevin ❤

great pointers about the pricing with values

Taking advantage of how fresh the last 2 videos are - how would you guys approach customer acquisition where the community is the most important factor of the whole product/service and it really can't be a free one because of the cost (we will have 30 days of the trial period though)? How can a startup gain as many users as possible before actually launching the service (it will be completely useless without the people using it)? I love Y Combinator and the community around it!

Great talk. When you talk about customer value and 10X, are you talking about customer revenue or profit? For example, we help businesses sell more wine online. Shall we take 10% of the sales generated by our service or 10% of the profit generated by our service?

04:19 value based pricing 06:56 first 2 stages, production development stage, introduction, you're not in the growth stage, early adopters, they don't look like mainstream customers that you find in the growth and maturity stages 07:49 what you are trying to do fundamentally, is requiring users to change their patterns

Thanks Kevin. That was very insightful. 🙏

Great talk with clear tips on pricing! Thank you!

Great info, loved the numbers approach and simple presentation

Very insightful. I've watched this 4 times now, I'll watch it again soon :) Also... why is Kevin in Prison? He seems like a nice guy.

Excellent presentation.

Can someone explain this to me. When he was showing that graph of what you should charge, were those revenues, monthly, or yearly, depending on the business? So, for example, what enterprise be $10,000 a month or $10,000 a year

There is one thing I don't get in the "How to optimize prices" section (@10:35): Would it make more sense to optimize by profit instead of revenue? Could I have the best revenue by no profit at all in some cases? Please don't get me wrong. This is a highly valuable content you have provided here. I really appreciate it 👍🏻

Incredibly useful. Thanks!

What are "logos"?

I never understand how to measure perceived value. What in the hell does that actually mean if anything. Yes, I can Google the word but it still is this mysterious terminology that no one has yet to clearly define

Excellent!

Hi, Calculations at 9'51 appear wrong to me - the conversion rate is not taken into account is it? A - $5 * 40 = $200 B - $10 * 25 = $250 C - $15 * 20 = $300 D - $20 * 5 = $100 In this case, "C" is the preferred pricing strategy (higher revenue), however, when taking into accout conversion rate it gives the following : A - $5 * 40 * 20% = $40 B - $10 * 25 * 15% = $37.5 C - $15 * 20 * 10% = $30 D - $20 * 5 * 2% = $2 Taking into account the conversion rate, "A" appears to be the preferred pricing Would someone please explain to me the part I am missing on this one? Just to fully understand, many thanks!

When it is talking about price in the quadrant, is he talking about monthly subscription?

It was Kevin's formula in the video -- 10*5*20. It means that if your values x10 to costs you can increase prices by 5% until you lose 20% of customers. What does it mean "until losing 20%"? Can smb help to puzzle out this definition?

I guess I'm stupid. How does Conversion Rate factor into the revenue figures in the 'How to optimize prices section' (P CR SV R)? Is he just saying "If 20% of users buy we'll have a sales volume of 40"? Meaning, for example, 200 people downloaded an app and, because of the 20% conversion rate, 40 people wound up purchasing something within in the app? So: $5 * 0.2 * 200 = $200

What should be the difference between cost and price for saas?

thank you

Great talk! I'm wondering about the margin between cost and price when selling to consumers and enterprises. Which percentage should be good for an early stage startup with a SaaS product? We have a potential customer that is enterprise level (our first ) but we are struggling to find a suitable price that would yield a reasonable margin to sustain the business. Is it possible to get a 30% gross margin and still be able to invest in growth?

This was helpful

Pure gold!

Crystal clarification, thank you Kevin

Thanks

And do you think saas should have a free version? Or does it devalue the value?

Great video and excellent timing for an app I'm about to launch. Thanks!

Thank you 🌷

Great stuff

I wanna start a startup and have idea, but I am having issue is that idea can work only in 20 to 30 days per year, service startup, total users are some thousands to million ( as I searched and got data from Google ), I wanna create marketplace, should I do start or wait to learn more things first, I am student and next year going to graduate

#BUS25F42 This question makes so much sense.

On the price vs complexity graph, are these numbers customer lifetime value, annual or monthly?

very valuable info - thanks for sharing Kevin!

How can you determine the value of your product?

You’re helping doreapp.co a lot

chingoneria de plática

love it. Thanks for sharing

When starting out, to get users on board can pricing be low ? otherwise how to do get usage and engagement going ?

what does "conversion" mean in this context?

Great stuff!👊

nice.

I wish I could tag Kevin to ask this question. Can we apply 5% / 20% rule when we have 0 customers? We're kinda desperate for new clients right so can we afford losing 20% of the deals?

10.5.20 #cheers

thumbs up

This is great!

Hi could you do pricing lesson for therapeutics and diagnostics?

10 / 5 / 20 seems strange because if I raise my price by 5% and lose 1 out of 5 customers. So if I charge 100 I will gain 20 (4x5) with those 4 customers but I will lose 100 with the one who left. That gives me a total loss of 80. Or is my math off?

Find it very useful.

#MGMT1328885 I get this! Useful, simple and easy to understand. Yay! 1006

ON THE STRUGGLE BUS!!! Need a T-shirt saying this :D

#MGMT1328885 I get this! Useful, simple and easy to understand. Yay! 1038

"Early adopters are not price sensitive" I think this is not true in many cases.

What about $10k-$25k sir

Is there a resource for things a founder should be doing that provide value vs things that do not? The resources that I can think of, off the top of my head: - "All that startups do, is basically these 7 things" - via Luke Iseman --> --kzfaq.info/get/bejne/l7ypnb2T0JzSiWw.html - What Steve Blank has to teach about this, I am guessing. Any other resource that anyone else would like to recommend? Many thanks in advance!

🔥

Interesting

What are some non technical jobs at YC

Why am I looking this after 8 years on my business?

Mgmt 013 2885 knowing who your customers and pricing. Good marketing

#MGMT1328885 Very informative

nice.