I'm trying to figure out how much I should worry about production pricing when we haven't even landed our first POC yet. We hope to land that POC within the next few weeks, and we'll deliver it with a partner. Before we close the sale, we may need to provide post-POC (ie, production) pricing to the prospect - hence my question. As enterprise SaaS, the production version will eventually have many moving pieces - some of which we may not even anticipate - as we respond to customer needs. Consequently, we're currently unsure about product packaging and pricing metrics (as taken straight from your book). To what degree should we worry about beginning to get those elements right during our first deal? Should we worry about "training" early customers to think about pricing as we'll eventually think about it, or should we just KISS and get some cash in the door for now? Is there a happy medium, one that is "directionally correct" without sweating the eventual details? And at what point should we say, "OK, *now* is the time to sweat the details and dial in pricing?" Thanks in advance for your guidance.

I'm trying to figure out how much I should worry about production pricing when we haven't even landed our first POC yet. We hope to land that POC within the next few weeks, and we'll deliver it with a partner. Before we close the sale, we may need to provide POC and post-POC (ie, production) pricing to the prospect - hence my question. As enterprise SaaS, the production version will eventually have many moving pieces - some of which we may not even anticipate - as we respond to customer needs. Consequently, we're currently unsure about product packaging and pricing metrics (as taken straight from your book). To what degree should we worry about beginning to get those elements right during our first deal? Should we worry about "training" early customers to think about pricing as we'll eventually think about it, or should we just KISS and get some cash in the door for now? Is there a happy medium, one that is "directionally correct" without sweating the eventual details? And at what point should we say, "OK, *now* is the time to sweat the details and dial in pricing?" Thanks in advance for your guidance. I have a sales call during office hours on November 6th, so unfortunately, I won't be able to join. But I'll look forward to watching the recording afterward.