Price the outcome and the position

A business customer may gain time, revenue, or a more reliable process. Understand the result and its importance. The cost of producing the tool does not fully describe that value. An inexpensive operation can still create a valuable outcome.

Price also communicates something about the offer. It can suggest quality, importance, or a particular position in the market. That signal still needs support from the experience. A high price does not make an unwanted product desirable.

Do not rely only on what people say they would pay for an imaginary product. A real offer creates a more meaningful choice. Test the price with relevant customers and examine what they do. Separate discomfort about charging from evidence about demand.