TABLE OF CONTENTS 3 Introduc琀椀on 2 Why care 4 Have pricing principles 5 Checklist - Short Form 6 Establish a baseline 6 Align Goals 7 Plan Pricing Ac琀椀ons 8 Explore Di昀昀erent Scenarios 9 Develop a Pricing Possibili琀椀es Scenario 11 What to Learn 12 The Pricing Planning Process 13 Establish a Baseline 14 Establish a Baseline - What are Your KPIs? 15 Establish a Baseline - Posi琀椀on Velocity Accelera琀椀on 16 Align on Goals 17 Use the Strategic Choice Cascade for Pricing 18 Choose Which Goals Ma琀琀er 19 Plan Pricing Ac琀椀ons - Basic Steps 20 Pricing Ac琀椀ons to Consider - Control Discoun琀椀ng 21 Pricing Ac琀椀ons to Consider - Increase or Decrease Prices 22 The key ques琀椀on to ask when changing prices 23 Pricing Ac琀椀ons to Consider - Add a Pricing Metric 24 Pricing Ac琀椀ons to Consider - Rebalance packages 25 Pricing Ac琀椀ons to Consider - Redesign packaging 26 27 Pricing Playbook 28 Consider Mul琀椀ple Scenarios Resources 31 About Ibbaka 31 Ibbaka’s Pricing Planning Guide & Checklist for 2024 November 2023