Amanoba Logo
Back to Course

Pricing 2026: Packaging and Value

Day 26 of 30 · B2B Sales 2026 Masterclass

Build value-based pricing: minimum package, add-ons, and discount guardrails.

Learning Goal

  • Create 3 packages (good/better/best) or a minimum + add-on model.
  • Write discount rules (who, when, how much, approval).
  • Build a pricing calculator (base + options + time).
  • Link proof/ROI to price.
  • Use AI to generate justification snippets.

Why It Matters

  • Ad-hoc pricing erodes trust and margin.
  • Packaging speeds decisions.
  • Guardrails protect profitability.

Explanation

Model

  • Minimum package: enough to succeed, not under-scoped.
  • Add-ons: support, integrations, onboarding.
  • Time: annual/quarterly with clear discount rules.

Discount rules

  • Who can discount, under what conditions (e.g., annual, fast decision).
  • Approval path defined.

Examples

Bad: Ad-hoc price every time.

Good: 3 packages, documented options, discount rules clear.

Guided Exercise (10–15 minutes)

  1. Write 3 packages or minimum + add-ons.
  2. Write discount rules and approval flow.
  3. Build a pricing calculator (sheet or CRM formula).

Independent Exercise (5–10 minutes)

Apply to one live deal, communicate the rules.

Self-check

  • Packaging ready.
  • Discount rules ready.
  • Calculator built.
  • Applied to one deal.

Optional Deep Dive