If you're building or selling B2B products, you know that pricing isn’t just a spreadsheet exercise—it's about showing real value. "Value-based pricing" sounds great, but most tools either overcomplicate things or leave you stuck with cookie-cutter templates. If you’re using Leveragepoint or thinking about it, this guide will walk you through how to actually set up and customize pricing models—without getting lost in the weeds.
This is for product managers, pricing analysts, and anyone tired of pricing guesswork. Let’s cut through the hype and get your pricing models working for you.
Step 1: Get the Lay of the Land in Leveragepoint
Before you start building, it’s worth understanding how Leveragepoint is structured. The platform is all about “value models” — basically, visual breakdowns of how your product delivers value to customers. You’ll use these to build your pricing logic.
Key concepts to know: - Value drivers: The specific ways your product saves money, boosts revenue, or cuts risk for customers. - Cost-to-serve: What it actually costs you to deliver the product. - Competitor benchmarks: What alternatives cost and how you stack up. - Pricing models: The dollar figures and logic you use to turn value into actual price proposals or calculators.
You don’t need to memorize the jargon, but you do need to know where things live. Take a few minutes to click around the dashboard and look at sample models — it’ll save you frustration later.
Step 2: Start with a Template (But Don’t Trust It Blindly)
Leveragepoint lets you start from scratch or pick a template. Unless you’ve got a wildly unique business, a template will save time—but don’t treat it as gospel.
To get started: - Go to the “Value Models” or “Pricing Models” section. - Click “Create New” and pick a template that’s close to your product or industry. - Give your model a clear, specific name. “Value Model v2” won’t help you in a month.
Pro tip: Templates are just starting points. Most are pretty generic—don’t assume the math fits your customers. Plan to edit heavily.
Step 3: Define Your Value Drivers (Don’t Overcomplicate)
This is the real guts of your pricing model. Value drivers are the reasons someone would pay you over the competition. Be honest and specific. If your product reduces waste, by how much? If it automates a process, whose time is it saving?
How to do it: - List out all the ways your product delivers measurable value. - For each, ask: How would a skeptical CFO measure this? If you can’t answer, leave it out or label it as “soft” value. - Input these drivers into the Leveragepoint model builder, one at a time.
Examples: - Reduces raw material costs by 10% - Cuts production time by 2 hours per batch - Lowers risk of defects by 5%
Honest take: Most companies overestimate value drivers. Stick with what you can prove — you’ll get more trust from customers, and your sales team won’t get burned by promises they can’t back up.
Step 4: Plug In Your Data (Don’t Fudge It)
Your model lives or dies on real numbers. Don’t just use “industry averages” unless you absolutely have to. Get actual customer data or, at worst, reasonable ranges.
What you’ll need: - Customer-specific data (if you have it): usage numbers, cost structures, etc. - Your own product’s performance numbers - Competitor pricing or public benchmarks
How to enter data in Leveragepoint: - For each value driver, input the default numbers. - Set up variables so you (or sales) can tweak numbers live in customer conversations. - Define any “assumptions” fields — make it clear where you’re guessing.
Pro tip: Always label your assumptions. Nothing kills credibility like numbers that can’t be traced back to a real source.
Step 5: Model Your Pricing Logic (Keep It Transparent)
Now, connect the value drivers to actual pricing. This is where you go from “Here’s the value” to “Here’s what we should charge.”
Options you’ll see in Leveragepoint: - Cost-plus pricing: Adds a markup to your costs. Simple, but rarely maximizes value. - Value-based pricing: Charges based on the measurable value you deliver. - Competitive pricing: Pegs your price to competitors (not always smart, but sometimes necessary).
How to set it up: - Decide your baseline logic (most companies should at least start with value-based, even if you check with cost-plus as a sanity test). - Build formulas in Leveragepoint that tie value drivers to price. For example: - “We capture 30% of annual savings” → Price = 0.3 x (total annual savings) - Make the formulas visible and editable, not buried in a black box.
What to ignore: Overly complex pricing tiers or “what-if” models that nobody actually uses. Focus on what sales will use in the real world.
Step 6: Customize for Your Sales Process
No two sales teams sell the same way. If you want your pricing model to actually get used, tailor it to fit how your team works.
Customization options: - Editable fields: Let sales reps plug in customer-specific numbers on the fly. - Scenarios: Set up pre-built customer types or segments (e.g., “small hospital,” “enterprise manufacturer”). - Output formats: Make sure the model can generate customer-facing reports or PDFs that make sense.
How to do it: - Use Leveragepoint’s field settings to make certain inputs editable. - Test the model with a few real salespeople — watch where they get stuck. - Simplify wherever possible. If a field never gets used, cut it.
Honest take: If your model is too complicated, sales will build their own spreadsheet (and probably mess it up). Make it dead simple.
Step 7: Test, Iterate, and Get Feedback
Don’t expect to nail your pricing model on the first try. The fastest way to get better is to put it in front of actual customers and sales reps.
What works: - Shadow a sales call and watch the model in action. - Ask reps where they feel confident and where they’re guessing. - Update the model as you get real feedback — don’t wait for “perfect.”
What doesn’t: - Building in isolation, then rolling out a “finished” model. - Ignoring feedback because “the math is correct.” If users don’t trust it, it won’t get used.
Pro tip: Set a recurring calendar reminder to review and update your model every quarter. Markets change, and your pricing should too.
Step 8: Manage Access and Version Control
You don’t want outdated or half-baked models floating around. Leveragepoint gives you some basic controls—use them.
Best practices: - Restrict editing rights to a few trusted users. - Archive or delete old models as soon as they’re replaced. - Use naming conventions with version numbers and dates, so nobody gets confused.
What to ignore: Endless “draft” versions or letting every sales rep experiment with the main model. Keep the official version tight.
Step 9: Roll Out and Train (But Keep it Short)
You’ve built a solid model—now make sure people actually use it.
- Run a short training (30 minutes is plenty) to show sales how to use the model.
- Share a quick-start guide or cheat sheet. Don’t send a novel.
- Make yourself available for the first couple of deals as backup.
Pro tip: It’s better to roll out a simple, working model than wait for a “perfect” one that never launches.
Summary: Keep It Simple, Iterate Often
Setting up and customizing pricing models in Leveragepoint isn’t rocket science, but it does take some up-front work. Don’t get seduced by slick features or try to model every possible scenario — focus on what your sales team will actually use with real customers. Start simple, get feedback, and tweak as you go. Pricing isn’t a set-it-and-forget-it thing. Keep it honest, keep it clear, and don’t be afraid to update as you learn.
Now, go build a pricing model that actually helps you win deals—without the headaches.