Here is how the rank ordering of the pricing questions came about. The final ranking is based on the total score which is a weighted calculation of how the individual questions were ranked by each respondent. So if more people ranked “What is product” as first question it will have higher weight and hence higher total score.
|What is the product?||258||1|
|Who are the customers?||249||2|
|What is its value proposition?||238||3|
|What is the buying context?||211||4|
|What is my positioning?||191||5|
|How do customers make buying decisions?||186||6|
|What are its competition?||177||7|
|What are the alternatives and customer reference price?||173||8|
|How will I reach these customers?||171||9|
|What product features are relevant to different segments?||170||10|
|What does is cost to make it?||140||11|
|Do I capture value upfront or over a period (subscription)?||106||12|
|How many versions should we offer?||102||13|
|How will customers pay for this product?||101||14|
|Will the sales team (if you have one) accept the pricing?||46||15|
|Should the price end in 9?||44||16|
But what does this rank order mean?
Do you start with product, then move to customer etc. down the ranks?