Value Metrics
One unit. Priced right.
The metric — seats, workflows, GB processed, agents run, transactions cleared — is the single hardest thing to change once you've shipped it. Get it right and expansion revenue arrives without a sales conversation. Get it wrong and every deal turns into a negotiation about which line item to cap.
This isn't a workshop about "which metric feels most fair." It's a shortlist, a sensitivity model against real usage data, and a metering-system spec.
The work in three moves
- Shortlist 3–5 candidate metrics against comprehension, alignment with outcome, predictability, and vendor-lock risk from the buyer's side
- Back-test each candidate against 12 months of real customer usage — where does it under-charge, where does it spike unfairly
- Spec the metering system — event source, aggregation window, invoice line, dispute path — before engineering scopes it
Where this differs from architecture and packaging
Architecture picks the model type. Packaging decides what the customer sees. This work decides the actual variable you multiply price against. It is the smallest engagement of the three, and often the one that unblocks the other two.
Next step
Before committing capital, changing pricing, or restructuring product teams — let's talk.
We will be direct about whether an engagement is the right answer, and what scope would make it useful.