Pricing strategy, technical due diligence, pitch deck appendix fever – TechCrunch

Inflation is at a 40-year high in the US, but a 23-ounce can of AriZona iced tea still costs 99 cents. Founder and CEO Don Vultaggio said he plans to stay at that price point since founding the company 30 years ago.

“Consumers don’t need someone like me to raise prices anymore,” the self-made billionaire told the Los Angeles Times.

Unlike soft drinks, startups are not a volume business, and early-stage companies have to review their pricing models frequently. The competitive landscape is in a state of constant flux, and every time they release a new product or service, revenue streams have to be recalibrated.

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In his latest TC+ post, Michael Perez, head of growth and data at VC firm M13, shares five questions he uses to create pricing strategy frameworksalong with three value metrics and a detailed measurement plan for the GTM strategy.

“Value-proportionate pricing models tend to capture more value like revenue and contribution margin,” he writes. “Contributing profits can then be reinvested in sales and marketing or operations to create more value.”

Until you conduct extensive research on your users and competitors, there is no way to know if your service is undervalued. Usage habits are just one signal of a customer’s willingness to pay, so Martinez shares a variety of strategies and target metrics for building scalable models.

“Principles are fundamental, but it’s easy for founding teams to miss important details,” he said.

Thanks so much for reading,

Walter Thompson
Senior Editor, TechCrunch +
@yourprot character

M13’s Karl Alomar: 6 strategies to lead startups through a recession

Flints with a miniature model of a homemade passenger ship

Image credits: horstgerlach (Opens in a new window) / Beautiful pictures

Basic best practices won’t get your company through this winter, so I invited M13’s managing partner, Karl Alomar, to join me on Twitter Space to discuss things. after:

  1. Use “ruth priority” to find evidence points.
  2. Investors still expect “healthy growth”.
  3. Why founders need to secure runways longer than 24 months.
  4. How to talk to your investors about rotation.
  5. When can you leave money on the table?
  6. What you need to do differently to raise funds during a recession.

Drawing from his experience leading startups through the crash of 2000 and the Great Recession of 2008, Alomar says it’s important for founders to have a strategy and no response.

Whether you feel like a leader or not, “the decisions you make in your business affect everyone who works for you, so you must be able to manage and communicate with all those stakeholders in a very effective way,” he said.

How your company can adopt a usage-based business model like AWS

Red power plugs and cables form a diagram on a blue background.  usage-based pricing

Image credits: Javier Zayas Photography (Opens in a new window) / Beautiful pictures

Formerly general manager at AWS, CEO and co-founder Puneet Gupta shared his seven-step plan for developing usage-based pricing models.

Gupta’s guide begins with a clear point that drives many cloud-based startups: Integrate usage measurement into your products and services before you launch.

“Knowing who is using what, when, where and how much will help you unlock valuable insights about all groups and functional groups, and make identification easier,” says Gupta. Pricing becomes much simpler.”

Your fundraising pitch needs an addendum. This is why

In the human body, the appendix is ​​a small tube located at the junction of the large and small intestines. For years, conventional wisdom thought it was a futile evolutionary measure, but we’ve known that it boosts the immune system.

Similarly, you may want to perform an appendectomy on a fundraiser to reduce the number of slips, but doing so may deprive them of the detailed information they need to make decisions.

Haje Jan Kamps writes: “If you start to see sample questions that you receive in pitch meetings, it could be a hint that some additional information will be helpful to investors. private.

7 ways investors can gain clarity while conducting technical due diligence

Magnifier Focuses sunlight on a repeating point on a turquoise background High angle view;  technical appraisal

Image credits: MirageC (Opens in a new window) / Beautiful pictures

A startup with a decent amount of funding can scale on pure talent, but if its technology isn’t too scalable, you’re looking at a ship on the water.

According to Roger Hurwitz, founding partner of Volition Capital, investors should take the time to do technical due diligence to understand the product, the product building team, and prioritize initiatives.

“In time, technology will no longer be a black box for investors.”

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