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this advice runs against a lot of the usual recommendations about ignoring what people say and focusing on what they do. It may well be that basing price on what people say they'd pay results in leaving money on the table.

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Sure, we ran real pricing tests and adjusted accordingly once we were launched. This exercise was useful pre-launch, when we had a lot of ideas, but no clear picture of what our potential customer base would pay.

At the same time - never forget that a lot of the "usual recommendations" are wrong :)

of course, but I was thinking more towards the A/B testing approach to finding the demand curve that's commonly touted and follows reasonably scientific principles. My concern with customer-driven pricing is that customers will not be able to fully envisage what your offer will be and the effects it would have on their business, or might suggest a lower price than they would realistically pay. I'm glad it worked out well for you though :)

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