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Ben Brook

04/19/25

@ EO

If you don't articulate the actual dollar value of your product, the buyer will have to create that assessment themselves to get approval from the CFO. It's crucial to be involved in that process to drive revenue and articulate how much you can decrease costs.

Video

How We Went from Zero Buyers to One of the Fastest-Growing B2B StartupsㅣTranscend, Ben Brook

@ EO

How We Went from Zero Buyers to One of the Fastest-Growing B2B StartupsㅣTranscend, Ben Brook

04/19/25

Related Takeaways

Tom Blomfield

07/26/24

@ Y Combinator

The value equation involves discussing with your customer what value your product will bring, such as cost savings or increased revenue, and documenting these expectations.

Tom Blomfield

07/26/24

@ Y Combinator

If your calculated value share is less than your costs, you need to either demonstrate more value, adjust your offering, or reconsider your business model.

Ben Brook

04/19/25

@ EO

Understanding the business value your product provides is crucial for setting the right price.

Des Traynor

12/13/17

@ Y Combinator

As businesses scale, they care about two things: how much they spend and how much they make. We need to be better at showing how our product impacts those numbers.

Jeff Weinstein

07/11/24

@ Lenny's Podcast

Making a product economically viable is essential. It's important to showcase how a product can be the best customer acquisition tool or a margin-generating part of the business, ensuring that metrics reflect this.

Marty Neumeier

12/18/19

@ The Futur

To effectively communicate the value of design, you need to understand how it connects to business outcomes and be able to articulate that to clients.

Tom Blomfield

07/26/24

@ Y Combinator

It's crucial to never start pricing based on costs; instead, use the value equation as a foundation and let costs serve as a minimum threshold for pricing.

Sam Altman

06/01/17

@ Y Combinator

It's essential to communicate to the team what you're willing to overpay for and why, ensuring that everyone understands the short-term nature of such decisions.

Aaron Epstein

12/16/22

@ Y Combinator

You should price based on the perceived value of your product rather than on cost, as many founders mistakenly use cost-plus pricing, which ignores the full value customers see.