I was expecting more detail on how they found <i>&quot;the point where our product would deliver exceptional value relative to competing products&quot;</i> - that&#x27;s always a tricky and important conversation, and I&#x27;d love a follow-up post on their process for doing so.<p>Instead, this was a great explanation on cash flow and the impact of pricing (and other, more significant, factors) on that cash flow. Which is probably even more valuable a discussion for growing businesses - it doesn&#x27;t feel like it in the early days (when lack of clients will kill you) but in established companies it&#x27;s often accelerated growth and unexpected cash flow hits that can kill a profitable business.