Jen Abel
- Episodes:
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- Principles:
- 0
- Frameworks:
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- Tensions:
- 2
Tensions
Pricing research vs. pricing emergence
Founders copy the wrong method. A seed-stage enterprise company running a 400-person WTP survey is wasting money; a consumer-PLG company trying to "learn pricing from 5 design partners" under-samples the market.
Segment by WTP (3-5 personas) vs. pick one tier (SMB xor enterprise)
A founder reading both playbooks back-to-back will conclude either "segment everything" (Madhavan) or "pick one" (Jen). The integration is: pick one tier, then segment within it.