Packaging Framework

Packaging Framework Skill

When to Use

• Designing or refreshing product editions, add-ons, or usage tiers.
• Preparing pricing council proposals and sales enablement materials.
• Evaluating competitor packages and differentiation opportunities.

Framework

1. Segmentation – define target segments, personas, and value drivers.
2. Value Pillars – map core benefits/features to each package tier.
3. Pricing Metric + Fences – select metric (seats, usage, revenue) and thresholds per tier.
4. Add-ons & Exceptions – document rules for add-ons, bundle eligibility, and discount limits.
5. Narrative & Proof – craft messaging, RTBs, and ROI examples for each tier.

Templates

• Packaging matrix (tier, features, limits, price metric, add-ons).
• Competitive comparison sheet.
• Sales enablement one-pager per tier.

Tips

• Keep naming conventions simple and consistent with GTM messaging.
• Include implementation/CS requirements for higher tiers to avoid surprises.
• Pair with value-messaging to ensure positioning stays consistent across teams.