Framework
Four questions an AI feature pricing study answers
A framework for willingness-to-pay research on an AI feature. It sets out what to learn from buyers before launch: the unit of value they think in, what the job costs them today, how much a bill can change month to month before it becomes a problem, and the amount that needs someone else's sign-off. Use it to plan 20 to 30 buyer interviews, which Koji can run as AI-moderated interviews.
Where this appears
What's in this framework
- What is the value unit?: Seats, tasks done or an outcome like a resolved ticket. The unit buyers already think in is the one they accept on an invoice.
- What does the job cost today?: Staff hours, an agency or another tool. Money already spent shows a budget exists, and roughly how big it is.
- How much bill variability is OK?: Usage pricing sounds fair until finance can't forecast it. Ask how they'd explain a variable bill, and if they'd want a cap.
- Who signs off, and at what amount?: Find the amount where the purchase stops being something one person can decide.
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<p>Source: <a href="https://www.koji.so/visuals/ai-feature-pricing-study-four-questions">Four questions an AI feature pricing study answers</a>, Koji</p>
