Here are the key tools and templates we use in my client work to quantify the customer economic value. When you’d like help interpreting or applying the numbers, do reach out https://cal.com/pricingfromthestart/30

Value Stack Template

A structured spreadsheet for quantifying all the discrete frustrations tangled up in a customer’s larger job — each with its own equation relative to the customer’s context. Identify the customer’s role, list every persistent frustration separately, and calculate the financial impact of each. The result is a defensible, show-your-work bridge between a one-sentence pitch and an actual price point. Introduced in For Starters #60 Value Stacks.

Napkin Math Template

A free spreadsheet for roughing out value-based pricing before writing a line of code. Enter a revenue goal and an estimated customer value — it returns suggested price ranges, sales counts, and lead counts. Use it to pressure-test questions like “Where would I find 42 new qualified leads this week?” or “What would the product need to be worth $2,000/month?” Introduced in For Starters #44: Napkin Math.

Cost of Delay Template

A spreadsheet for calculating the weekly revenue leakage from postponing a pricing change. Plug in total expected value, adjust for probability, and see how delay compounds — because every week spent deliberating is a week of customers onboarding at the old price. Even risk-adjusted at half the projected lift, the numbers overwhelmingly favor action. Based on Pricing the Cost of Delay.

Build vs Buy Template

A spreadsheet for calculating when it makes sense to build your own app vs buy someone else’s.