Most founders don’t have a pricing problem—they have a value problem

Most founders do not have a pricing problem. They have a value problem.

I learned this the hard way. You can test more plans and still lose the deal.

If buyers do not feel the payoff fast, they anchor on price. I have seen teams discount just to close.

One founder I spoke with kept lowering price after demos. The real issue was the product did not connect to a painful enough outcome.

Where do you think pricing breaks first in your funnel?