To find your product's value, talk to your users about the problems your product solves and what value they see in it.

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.

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

To effectively communicate your value proposition, define the before and after scenarios for your users, emphasizing the critical improvements your product offers.

Your product should provide value quickly to avoid losing customers who expect rapid payback on their investment, and self-proving value through analytics is essential to demonstrate the value delivered from day one, making it clear to customers how much they benefit.

When discussing a potential solution with customers, always ask them what specific problem you would be solving for them and what they would be willing to pay for it.

The key to selling effectively is understanding your customer's language and needs, and reflecting the value of your technology in solving their problems.

Three key parts to pricing are: 1) Understand the value equation and price at about a third of the value delivered, 2) Consider your costs to avoid pricing below them, and 3) Differentiate your product to avoid price wars with competitors.

When pricing your product, focus on the value it delivers to the customer rather than just the cost of providing the service.