Develop your price like you develop your product, with Yorick Bloemen

You would expect a CFO to open with margins and spreadsheets. Yorick Bloemen opens with this: pricing is rarely a financial problem, it is a commercial problem. The number is easy. Knowing what your customer is actually buying is the work.

Yorick is co-founder and CFO of Timeseer.AI and CFO of Hyperfox, two software platforms working towards product-market fit. In this Tentacles of Pricing conversation we cover the full arc of early-stage pricing.

What we talk about

The spelling checker analogy: two products can start from the same feature and end up worlds apart in value. Why a PoC should be discounted but never free, and what the difference does to your customer’s commitment. Discounting for a reference customer versus the extra 1000 euro ARR. And the part most founders miss: the real job of a startup CFO is not managing cash flow, it is handing the founder a simulation tool. A budget is not a document, it is a model.

His homework for every founder: check your price models from the customer’s side of the table. Version one, version two, version three. Then test.

More on how we approach this: the method.

Wondering what your unit of value is? Let’s start the conversation.