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Hania's avatar

If we push down decisions to be made as close as possible to the people carrying out the work, perhaps the cognitive load moving up the org chart becomes more manageable? This is the approach from the book "Multipliers: How the Best Leaders Make Everyone Smarter"

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Thomas To's avatar

Today I reviewed a pricing proposal for one of our products. We did the hard part - talking to more than a dozen users These conversations offered a lot of insights into who's using our product, what they're using it for, how they're using it in vivid details, what their willingness to pay looks like.

My colleague did a great job of aggregating and synthesizing all these raw data into higher-level artifacts like JTBDs, use cases, target audiences. But the problem is, it's still overwhelming. There's a lot of moving pieces in this puzzle.

My first thought was: "Okay, I need to simplify this, what frameworks should I use .... ?"

But then I paused. "No, something seems to be wrong with that as the starting point. I should resist the temptation to simplify things". Pricing is a complex problem. It's not supposed to be simple. It's not something that you just throw a framework at and be done.

I recalled your blog post. I took a few notes on that, but I didn't need to read the notes. Just recalling the principle "First Focus. Then Simplify" was enough.

So I asked myself: "Okay, what do we need to focus on?". By pursuing that line of reasoning and taking into account our product vision, mission and strategy, I gained clarity. From 6 different target audiences to 3. From 9 to 3 JTBDs.

The feeling when you feel the "shape" of your thinking seems right is hard to explain. The best I can describe it is like your thinking is approximating Context-Form Fit.

Things are still complex (as reality usually is), but I've identified key levers unique to our own situation that help me focus. Now I can start to simplify. What pricing frameworks should I apply, what's the pricing point, etc. Details still need to be worked out.

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