The first question is, do you have a clear proposition apart from the pricing?
If your answer is yes we do, then you should resolve pricing for any customer. Which is a whole different question. After you have done that, you're left with the tactical question, what will we do for the first customer? And you're likely to tweak something fairly minor - a modest discount, waive installation charges, three months free, whatever.
If your answer is no, we are working on the proposition, then you should do a one-off deal to cover the pre-launch period, with each party clear that this is not in any way indicative of future pricing, it's just an arrangement that needs to benefit both parties, and it's confidential between you.
Most companies, large and small, do pricing very badly. In most mass market web apps, this matters very little, because doing systematic price testing is a natural complement to other testing (features, UX etc). But in niche markets, because pricing is the single lever that you use to generate revenue from your efforts, getting it wrong tends to be a high impact issue, so it's worth considering getting experienced help. Pricing is a critical, but not a core, and not a continuously required skill, so it sits in the realm of business activities where outsourcing often makes good sense.