In 214 pitch packages reviewed this year, the pricing section generated more investor pushback than any other element — more than the team slide, more than the market size, more than the financials. It's not because founders price wrong. It's because they can't justify the price with cited evidence.
The three patterns we see repeatedly
Pattern one: price anchored to a competitor without citing where that competitor's price data came from. Pattern two: willingness-to-pay figures from a survey of 12 friends. Pattern three: pricing model that conflicts with the unit economics presented two slides later.
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