The next stage in my pricing experience was at ComponentScience. It was a shared experience. The company was founded by several of us who worked at TurboPower.
We determined to remedy at least some of the things we had difficulties with at TurboPower (there weren't many). Pricing was one of them.
One of our principles is that we wanted to feel like we were paid for what we actually provided to the customer. If the customer didn't want much other than a product that worked, they could pay a low price. If they wanted the source code, the price was a little higher. And if they wanted special attention on technical support issues, they paid more. If the customer needs custom work, they pay a flat hourly rate.
There's more to it than that, but that is the bottom line. From the company's point of view, the customer was paying for the time spent by employees. No bad feelings towards the customer in regards to the price. No timidity in the pricing, although we always faced some doubt in setting a price.
In general, it felt like the right thing to do.
Notice that in these past discussions, the focus has been on the company's point of view. What did the customers think?