Pricing approach is definitely evolving. I have had a similar comment made to me from PD re tailored prices for customers.
It makes sense, 1 size will definitely not fit all in this industry. Different client needs and different org structures structures need to be accommodated.
I actually think they should low ball the price, get the many customers on board and hooked and then slowly raise the price over time. The business is scalable so low price high volume should still provide a strong business.
PainChek General Discussion, page-648
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