Pricing · The value basis · Element
The reference point
What the customer compares the price against when judging it.
The part
What it is
Price is judged relatively. The reference might be a competitor, the previous solution, an internal salary, or an unrelated category the buyer has in mind.
Changing the reference point is frequently a larger lever than changing the price, and it costs nothing to attempt.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.