Pricing Models — comparative

Question

What pricing model should Harmony use, and what reference points exist?

Vendor	Model	Pros	Risks
Industry standard	Per-minute	Predictable for vendor	Not value-aligned; commoditizes
oneai	Per-lead	Customer pays only for qualified leads	Incentivizes mass-dialing without quality
sierra	Per-resolution	Closest to value alignment	Defining “resolution” is hard; heavy attribution work
elevenlabs	Per-minute (API)	Scales with usage	Pure cost model; no value capture
Harmony (working)	Hybrid: base + success	Captures value while ensuring revenue stability	Need guardrails (e.g. minimum win-rate threshold) to prevent gaming

Pricing the SDR wedge product — how do customers pay for Harmony’s self-learning-voice-agent?
- Working model: base + success
- Open question: can we profitably undercut competitors? (OQ-007)
- Reference: Vitali argued lower per-call cost (single-digit cents) enables undercut; needs validation
Pricing the brain-layer standalone — for bring-your-own-agent customers
- Selling “optimization” or “insights” is intangible
- Nizan suggested: sell optimization outcomes
- Nadav: how to make the brain tangible enough to sell standalone? (OQ-014)
- Open

monday CRM lesson (offsite): customer acquisition cost was ~2x work management but pricing was only slightly higher. Validate economics before committing.
Sierra value-based reality check: only major competitor doing value-based; means it’s hard but possible.