Unit Map
The Unit Map distinguishes how the customer evaluates benefit, how price is calculated, what is billed, what the customer may access, and what drives delivery work.
A customer may evaluate fewer disruptions while price uses an employee band, the invoice shows an annual subscription, entitlement is defined by locations, and delivery work depends on endpoints and incident volume. Calling all five the same unit hides the mappings the business must operate.
For each offer, record the customer-value, pricing, billing, entitlement, and delivery units and the rules translating among them. Test price-to-cost fit, billing reproducibility, entitlement enforcement, delivery capacity, and customer evidence separately rather than assuming one countable unit optimizes them all.
Where it breaks
The billing unit is treated as the customer-value and delivery unit without a mapping, so price, entitlement, customer outcomes, and cost cannot be reconciled.
Related terms
- Pricing logic
- Pricing logic is the governing rule set that determines what any given customer pays, as distinct from a price list, which is only its output.
- Unit economics
- Unit economics is the per-unit relationship between what it costs to acquire and serve a customer and what that customer returns over their lifetime.
- Packaging
- Packaging is the grouping of capabilities into purchasable units, and the rules governing what a buyer must take together and what they may take separately.
- Usage-based pricing
- Usage-based pricing applies a price rule to measured consumption; the billing quantity, customer-value evidence, delivery cost, and accounting treatment remain separate questions.
Field notes on this
- Your pricing is a list, not a logic
A price list says what things cost today. It cannot say what to charge the deal in front of you, which is why realised price drifts and nobody owns the drift.