The Pricing Authority Diagnostic maps the gap between what your prices communicate and what your positioning promises — then rebuilds the architecture so your price signals authority, not accommodation.
Your pricing was set during a different era of your company. Maybe it was benchmarked against competitors who no longer define your category. Maybe it was discounted to close early deals and never corrected. Maybe nobody ever asked whether the number on the proposal actually reflects the value you deliver today.
The result is a price that tells the market you’re unsure of your own worth. Prospects negotiate harder because your price invites it. Sales discounts to close because the original number wasn’t defensible. And every discount compounds — training the market to expect less from you.
Your positioning has evolved but your pricing hasn’t followed. You’re selling a premium narrative at a mid-market price — and the market reads the contradiction.
Sales can’t close at list price. Discounting has become a reflex, not a strategy. Each discount trains the next buyer to expect one.
You’re charging on the wrong axis. Your pricing metric doesn’t correlate with how customers experience value — creating friction at every renewal.
Your price is a reaction to competitors, not a reflection of your value. You’re letting someone else define what you’re worth.
Pricing authority isn’t about charging more. It’s about charging in a way that’s structurally aligned with your positioning, your value delivery, your competitive stance, and your sales behavior. When all four dimensions are in integrity, your price stops being an objection and starts being proof.
The Price-Value Integrity Map diagnoses each dimension independently, then maps the interactions. A misalignment in one dimension cascades across the others — undermining deals you should be winning.
Map the gap between where your positioning places you in the market and where your price places you. Quantify the contradiction your buyers are already sensing.
Identify whether you’re charging on the metric customers actually value. Misaligned value metrics create expansion friction and make renewals feel like negotiations.
Analyze what your price communicates relative to competitors. Your price tells a story whether you intend it to or not — make sure it’s the right one.
Audit your discount patterns to expose how your own sales behavior is systematically undermining the authority your marketing is trying to build.
We analyze your actual pricing data before the session — deal sizes, discount rates, win/loss by price point, segment variance. No generic workshops. Every session starts with your real numbers.
The exercise nobody else runs. We map every discount your team has given in the last 12 months, identify the patterns, and expose how your own sales behavior is systematically training the market to devalue you.
Most pricing work starts with spreadsheets and ends with spreadsheets. We start with positioning. Your price should be the most visible expression of your market position — not a cost-plus calculation buried in a proposal.
CEO · CFO · VP Sales · VP Product
Maximum 6 decision-makers. No observers.
A structured diagnostic that maps the gap between what your prices communicate and what your positioning promises. It tests willingness-to-pay assumptions, analyzes discount patterns, identifies your true value metrics, and delivers pricing architecture recommendations that signal authority instead of accommodation.
A proprietary framework with four dimensions: Price-Position Alignment (does your price match your market positioning?), Value Metric Clarity (are you charging on the metric customers actually value?), Competitive Price Signal (what does your price tell the market about you?), and Discount Integrity (do your discount patterns undermine your authority?).
$7,500 for a 2.5-hour facilitated session including pre-workshop pricing analysis, all workshop materials, and 5 post-workshop deliverables within 48 hours.
CEO, CFO, VP Sales, and VP Product. Maximum 6 decision-makers. No observers — everyone participates in pricing analysis and decision-making.
Price-Value Gap Assessment, Competitive Pricing Map, Willingness-to-Pay Reality Check, Pricing Architecture Recommendations, and a Pricing Scorecard.
When you’re competing on price instead of value, when discount requests are increasing, when your pricing hasn’t been updated to match evolved positioning, when you have inconsistent pricing across segments, or when your sales team can’t defend your price without flinching.
Within 48 hours you receive all 5 deliverables. Each participant has a 30-day pricing experiment with an accountability partner. Petrichor follows up at 30 days to measure impact on deal velocity and margin.
Most pricing work starts with spreadsheets and ends with spreadsheets. The Pricing Authority Diagnostic starts with positioning. Pre-workshop analysis customizes every session. Discount Pattern Forensics — the exercise nobody else runs — exposes how your own sales behavior is systematically undermining the authority your marketing is trying to build.
Complete facilitator guide, slide deck, interactive worksheets, scorecard template, and pre-work document. Everything you need to run a structured session with your leadership team.
Or book a facilitated session for the full experience.
We’ll discuss whether this workshop fits your situation — and which dimension of pricing integrity is your most urgent exposure.
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