Question bank
Pricing power due diligence interview questions
Seven for the target's customers, four for blind category buyers
An interview guide for testing pricing power in due diligence. The first set asks the target's current customers about value, alternatives, their last price change and how they would react to a hypothetical renewal increase. The second runs a blind price test with buyers in the category, without naming any vendor. Paste the questions into any tool, or into a Koji study where the price question becomes a price test.
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What's in this question bank
Current customers
- What does the product do for your team in a normal month?
- If you had to replace it, what would you use instead?
- How hard would it be to replace within 12 months, from 1 to 10?
- Tell me about the last time the price changed. What happened?
- If your next renewal came in [X]% higher, what would you most likely do?
- Who decides whether that increase is accepted?
- What would the product have to add to be worth more to you?
Blind category buyers
- Which tools do you use for [job] today, and what do you pay for them?
- Here is the offer. How likely are you to buy it at [price]?
- What in the description makes it worth that price, or not?
- Who would need to approve a purchase at that price?
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<p>Source: <a href="https://www.koji.so/visuals/pricing-power-diligence-question-bank">Pricing power due diligence interview questions</a>, Koji</p>
