I was expecting more detail on how they found "the point where our product would deliver exceptional value relative to competing products" - that's always a tricky and important conversation, and I'd love a follow-up post on their process for doing so.

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't feel like it in the early days (when lack of clients will kill you) but in established companies it's often accelerated growth and unexpected cash flow hits that can kill a profitable business.