Early-stage founders often struggle to identify a value metric for pricing, especially with a limited customer base. Kyle Hart, CEO of Juicer, emphasizes that the search for a single perfect metric is misguided. Instead, founders should focus on finding a practical approximation that reflects customer value today. Metrics could range from the number of users to workflows completed, as long as they connect directly to what customers care about. If determining value requires multiple steps, it might be too complex. Founders should leverage their existing customers for insights. By analyzing how customers use the product and conducting interviews about outcomes, they can uncover what drives value. Questions can focus on what the product helps achieve and how customers articulate its benefits. Hart suggests a two-part validation approach: first, have customers rank value propositions, and then have them rank corresponding metrics. If the same value and metric appear in multiple interviews, that’s a promising lead. Even if you’re not ready to price based on these insights, tracking usage and outcome data can reveal patterns that inform future pricing strategies. Flexibility in pricing models is crucial. Founders should start with broad tiers based on basic metrics and incorporate options for testing add-ons or usage-based upsells. This allows for adaptation based on customer feedback and actual usage trends. The goal isn’t to have a perfect pricing structure from the beginning, but to create a framework that fosters learning and adapts as more data becomes available.