Decision D-032 · Mission M-007 · Method: consult, then owner decides
Should pricing transparency extend to the enterprise tier?
JLJonas LindqvistDecision owner — only Jonas can commit
Deadline: Jul 22
7 advisors consulted
Options
structured comparison — advisors weigh in, the owner commitsA · Full enterprise transparency
Publish enterprise list pricing with configuration-based calculator.
- Expected value
- +$300K pipeline/qtr if A-05 is false
- Evidence
- L-021 (mid-market analog) · S-129 (weak)
- Assumptions
- A-05 must be false — untested
- Risks
- Deal-desk margin pressure; competitor positioning
- Objections
- 2 open (sales leadership)
- Resources
- 2 wks web + legal review
- Reversibility
- Hard — prices, once public, anchor
- Confidence
- Low–medium
B · Staged: publish ranges
Publish “starting at” ranges and a worked example; test reaction before full list pricing.
- Expected value
- +$120–180K pipeline/qtr; learning value high
- Evidence
- L-021 · E-014 mechanism (uncertainty ↓ → conv. ↑)
- Assumptions
- Tests A-05 rather than betting on it
- Risks
- Ranges may read as evasive if too wide
- Objections
- 0 open
- Resources
- 1 wk web + legal review
- Reversibility
- Easy — ranges can be withdrawn
- Confidence
- Medium–high
C · Keep enterprise pricing private
No change; rely on mid-market halo and sales guidance.
- Expected value
- $0 direct; avoids downside
- Evidence
- Industry convention only
- Assumptions
- A-05 must be true — untested
- Risks
- Competitors may claim the transparency position first
- Objections
- 1 open (marketing)
- Resources
- None
- Reversibility
- Full
- Confidence
- Unknown — rests on the untested assumption
Strongest dissenting position — preserved in full
“We are solving the wrong tier’s problem.” Enterprise deals are lost after the first call, not before it — the friction is procurement and onboarding, not price discovery. Extending transparency spends our best web capacity on the segment where it matters least.
Decision owner action
Jonas Lindqvist only · advisors may comment until the deadlineCommitting records the option, rationale, rejected alternatives, remaining objections, and confidence into a permanent decision record.