Episode 12 - Early Stage Pricing

In this episode, Cope and Ryan dive into one of the most misunderstood parts of launching a medical device or med-tech solution—pricing.Pricing feels like a guessing game if you’ve never sold anything before. Should you charge a premium out of the gate? Offer discounts?We break down:Why early wins sometimes require strategic discountsWhat you must ask for in return (think testimonials, marketing rights, site visits)How to view a discount as an investment—and make sure it pays offThe biggest pricing mistakes we see founders and early sales teams makeHow to balance “scrappy” early deals with long-term pricing strategyIf you’re launching a product—or struggling to land those first few deals—this episode will give you the clarity and confidence you need to price with purpose.

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