I had a couple thoughts about pricing from a different vantage point.This relates more to positioning then to nailing down a precise dollar amount in your pilot.
It could be useful to first take your overall market and niche down to who derives the most value from the service. Especially since pricing should come from the customer's perceived value. Then find a price that is still 'premium' but is still a no-brainer decision for that customer niche.
Here's an example:
Let's say I sold an online service that brought a business 10 more clients every month through my extra-special marketing engine. I first start selling to plumbers. And for them, each customer is worth, on average, $300. So they can gain an extra $3000/month using the marketing engine. If you charge $1800/month for that service, it might logically make sense. However, their impetus to sign up will still be low and sales will trickle in.
But now I decide to sell to chiropractors. Let's say their customers, on average, are worth $3000. They now have a gain of $30,000/month. Now this niche is absolutely in love with your special marketing engine they are paying $1800/month for. For them, it just makes sense.
(slightly more extreme example to help illustrate the point)
In general, it's great if you can construct a larger and believable price build-up for what they are paying for or giving up without your service. Then if you are first targeting the right niche, you can offer a 'steal' that is still set at a more premium price level.
I hope this lends some useful perspective. Cheers, Trevor.