Chris at Blackthorn.io

Everybody, almost everybody I've met undervalues their product, particularly me.

So they'll say like, oh, it only took me four months to make.

Let's charge like $2,000.

But this is not really how you're going to build a company.

There's a big fear of losing a deal.

So I discounted a lot.

I don't come from an enterprise B2B sales background where I've sold $5 million deals or something.

So it took me a while to figure this out.

So what we did was we just kept raising prices.

I heard a great talk from Madhavan Ramanujan,

about how to do pricing and think about it.

He worked with Segment to do their pricing where he said, raise the price when people tell you you're crazy, raise it again.

When they say you're really crazy, you're almost there.

When you say we're really crazy, we're never buying whatsoever, then you know that you've found your price.

And that's sort of what we did.

To give you some examples, our payments app is now two and a half times more expensive, but the biggest customer we had for the longest time was 100K a year.

We recently sold one that's a million a year for a really, really big deployment doing mobile payments.

Our events app is now four times more expensive, but our average ARR was about 12K for the longest time.

It's now up around 45K, because we started to land a lot bigger accounts, because the application's grown a lot more sophisticated.

We have a bigger team.