Permanent decision record · D-031 · Mission M-007
Publish transparent pricing for the mid-market tier
Committed & executed
JLOwner: Jonas Lindqvist
Decided: Jun 28, 2026
Review: Sep 28, 2026
Confidence at decision: Medium
Decision lineage
every node is the real object, not a summarySignal
S-112 · “Can’t tell what this will cost” — 14 sales calls
→
Deliberation
Room Jun 26 · 18 contributions · minority preserved
→
Evidence
EV-118 · 6 of 9 lost deals cite pricing uncertainty
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Decision
D-031 · transparent mid-market pricing
→
Experiment
E-014 · pricing LP A/B · 28 days
→
Outcome
+18% qual. conversion · +$420K pipeline (verified)
Rationale
Problem addressed. Marketing activity grew while qualified pipeline stalled; buyers abandoned before sales contact because total cost was unknowable.
Selected option. Publish full mid-market price list plus an interactive calculator; measure via a controlled landing-page experiment before full rollout.
Alternatives rejected. (1) “Contact sales” status quo — contradicted by EV-118. (2) Gated pricing behind email — judged to reproduce the same distrust. Both preserved with reasoning.
Constraints. Legal review of all published claims; no new paid budget; existing contract terms unaffected.
Expected outcome. +12–20% qualified conversion on pricing journeys within one quarter.
Evidence, assumptions & objections at commitment
EV-118 · lost-deal analysisSupporting · verified
S-112 · sales-call patternSupporting · confirmed
EV-201 · Q2 surveyConflicting · noted
A-03 · trust blocks conversionAssumption → later supported
A-04 · buyers compare on priceAssumption → later supported
Objection · competitive undercut (anon)Remaining · monitored
Minority position preserved
Onboarding friction, not pricing, is the root cause (Priya Sharma). Status: partially supported by later evidence; candidate for its own mission.
Changes & review history
Jun 28 · original decision
Committed to transparent mid-market pricing with experiment gate.
Jonas Lindqvist · confidence medium
Jul 3 · amendment
Calculator scope reduced to 3 configuration variables after engineering estimate.
Reason: cost constraint · approved by owner
Jul 17 · new evidence
Experiment E-014 concluded: +18% qualified conversion. Assumptions A-03, A-04 supported.
Recorded by analytics agent · verified by Sarah Okafor
Jul 19 · continuation
Decision continued; full rollout approved. Enterprise-tier question split into D-032.
Jonas Lindqvist