In this example, the company delivers products that have different perceived values to different stakeholders and buyers within their market.
The value delivered to a CFO is automation complex transactions, with the least amount of user intervention. So, in this case, the volume of transactions — not users — is what drives the price.
On the other hand, the value delivered to a VP of sales is the streamlining and standardization of quote created by users on his team. So the number of users drives the prices.
This model allows for simplicity: each buyer understands, and is able to map value to the ONE metric that drives the price they pay. While avoiding creating unnecessary complexity and confusion for buyers, it also allows the provider to maintain multiple value metrics.
Ultimately, price is a way of quantifying value and packaging is a way of expressing, enhancing and underscoring that value.
The best strategy will let you put a number on the benefit that customers value most, and the right packaging should help them understand and appreciate that value. The goal is to optimize your revenue by letting your customers pay for the value they derive and that they perceive.