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September 16, 2025
Why Pricing Strategy is a Proxy for Technical Excellence in Startups
As a VC, I’m always hunting for signs of technical excellence in startups. One clue that often gets overlooked? How founders handle their pricing strategy. The way a startup sets prices—whether for software, hardware, or services—tells me a lot about their technical skill, market awareness, and ability to scale. Let’s explore why this impacts valuation.
The Parallel Between Coin Dealers and Startup Pricing
At first, comparing coin dealers to tech startups might seem odd. But their challenges are surprisingly alike:
- Free ≠ Scalable: Just like “free coins” move quickly but earn nothing, startups that give away products signal doubt in their value.
- Certified vs. Raw: High-quality coins command higher prices, much like startups with strong tech—think AWS optimization or smooth CI/CD—can justify bigger valuations.
- Negotiation Resilience: Top coin dealers don’t drop prices on premium items. Startups with unique tech, like proprietary algorithms, hold their ground in valuation talks.
What Investors Look For in a Tech Stack
Technical checks aren’t just about clean code. We want to see how your tech supports your pricing and growth.
1. Cost Efficiency
Startups that smartly manage cloud costs—using auto-scaling or serverless setups—show the same savvy as a coin dealer pricing in that sweet $100–$300 range. Enough profit to grow, but still attractive to buyers.
Example: A SaaS company using Kubernetes to manage resources cut AWS costs by 30%—boosting their margins directly.
2. Defensibility
Rare coins hold their value. Startups with hard-to-copy tech, like custom ML models or unique data pipelines, earn higher multiples.
3. Velocity
Coin dealers quickly sell “junk boxes” but profit little. Startups focused on low-margin, high-volume sales face similar limits. We back teams building high-margin, scalable revenue—like well-monetized APIs.
Actionable Takeaways for Founders
- Price to Reflect Technical Value: If your product uses advanced tech like AI or blockchain, price it fairly. Try tiered plans—freemium to enterprise—to capture more value.
- Benchmark Like a Dealer: Coin dealers use price guides. You should study competitor valuations, like SaaS multiples, to set your targets.
- Hold the Line in Negotiations: If your tech is easy to replace, investors might push for lower valuation. Strengthen your hand with patents, case studies, or top-tier customers.
Pricing as a Proxy for Potential
In both coins and startups, pricing reveals operational strength. Founders who price smartly—backed by scalable tech—show they’re ready for Series A and more. As a VC, I’ll always favor teams that treat their product like a top-tier coin: rare, valuable, and worth every penny.
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