Great article Nick. I think these are all great pointers. One important exercise any company should do before even considering pricing is defining your perfect customer. Pricing for a small town is very different than pricing for a large city; it is exponentially more difficult trying to find a pricing model that works for both.
I also think that procurement is important to consider. While I don’t necessarily believe it should alter your pricing, it is important to understand procurement thresholds and how that might affect your buying cycle.
And then how long a product takes to buy is another variable that should be considered when not just building a pricing strategy but a sustainable sales model.
I like the fact that you brought up factoring support. Another big tip is not just pricing for a Sale, but pricing for Success. For your perfect customer to have a successful implementation what would it take: 1 hour, 6 hours, 2 weeks, etc? Then factor that in and make that the STANDARD, not an optional upgrade.
