On this episode of Advances in Care , host Erin Welsh and Dr. Craig Smith, Chair of the Department of Surgery and Surgeon-in-Chief at NewYork-Presbyterian and Columbia discuss the highlights of Dr. Smith’s 40+ year career as a cardiac surgeon and how the culture of Columbia has been a catalyst for innovation in cardiac care. Dr. Smith describes the excitement of helping to pioneer the institution’s heart transplant program in the 1980s, when it was just one of only three hospitals in the country practicing heart transplantation. Dr. Smith also explains how a unique collaboration with Columbia’s cardiology team led to the first of several groundbreaking trials, called PARTNER (Placement of AoRTic TraNscatheteR Valve), which paved the way for a monumental treatment for aortic stenosis — the most common heart valve disease that is lethal if left untreated. During the trial, Dr. Smith worked closely with Dr. Martin B. Leon, Professor of Medicine at Columbia University Irving Medical Center and Chief Innovation Officer and the Director of the Cardiovascular Data Science Center for the Division of Cardiology. Their findings elevated TAVR, or transcatheter aortic valve replacement, to eventually become the gold-standard for aortic stenosis patients at all levels of illness severity and surgical risk. Today, an experienced team of specialists at Columbia treat TAVR patients with a combination of advancements including advanced replacement valve materials, three-dimensional and ECG imaging, and a personalized approach to cardiac care. Finally, Dr. Smith shares his thoughts on new frontiers of cardiac surgery, like the challenge of repairing the mitral and tricuspid valves, and the promising application of robotic surgery for complex, high-risk operations. He reflects on life after he retires from operating, and shares his observations of how NewYork-Presbyterian and Columbia have evolved in the decades since he began his residency. For more information visit nyp.org/Advances…
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เนื้อหาจัดทำโดย Marcos Rivera เนื้อหาพอดแคสต์ทั้งหมด รวมถึงตอน กราฟิก และคำอธิบายพอดแคสต์ได้รับการอัปโหลดและจัดหาให้โดยตรงจาก Marcos Rivera หรือพันธมิตรแพลตฟอร์มพอดแคสต์ของพวกเขา หากคุณเชื่อว่ามีบุคคลอื่นใช้งานที่มีลิขสิทธิ์ของคุณโดยไม่ได้รับอนุญาต คุณสามารถปฏิบัติตามขั้นตอนที่แสดงไว้ที่นี่ https://th.player.fm/legal
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Street Pricing with Marcos Rivera
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เนื้อหาจัดทำโดย Marcos Rivera เนื้อหาพอดแคสต์ทั้งหมด รวมถึงตอน กราฟิก และคำอธิบายพอดแคสต์ได้รับการอัปโหลดและจัดหาให้โดยตรงจาก Marcos Rivera หรือพันธมิตรแพลตฟอร์มพอดแคสต์ของพวกเขา หากคุณเชื่อว่ามีบุคคลอื่นใช้งานที่มีลิขสิทธิ์ของคุณโดยไม่ได้รับอนุญาต คุณสามารถปฏิบัติตามขั้นตอนที่แสดงไว้ที่นี่ https://th.player.fm/legal
You’re listening to the Street Pricing podcast - The only show where proven SaaS leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Enjoy, subscribe, and tell a friend. Now, let’s break it down with your host and sought-after slayer of bad pricing, Marcos Rivera.
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เนื้อหาจัดทำโดย Marcos Rivera เนื้อหาพอดแคสต์ทั้งหมด รวมถึงตอน กราฟิก และคำอธิบายพอดแคสต์ได้รับการอัปโหลดและจัดหาให้โดยตรงจาก Marcos Rivera หรือพันธมิตรแพลตฟอร์มพอดแคสต์ของพวกเขา หากคุณเชื่อว่ามีบุคคลอื่นใช้งานที่มีลิขสิทธิ์ของคุณโดยไม่ได้รับอนุญาต คุณสามารถปฏิบัติตามขั้นตอนที่แสดงไว้ที่นี่ https://th.player.fm/legal
You’re listening to the Street Pricing podcast - The only show where proven SaaS leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Enjoy, subscribe, and tell a friend. Now, let’s break it down with your host and sought-after slayer of bad pricing, Marcos Rivera.
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×Why did Peter Bonney decide to pivot from usage-based pricing to a flat, user-based model, and how has this shift impacted Fastbreak RFP's growth and customer satisfaction? Join me for a candid conversation with Peter, who's transforming how enterprises handle RFPs (Requests for Proposals) through intelligent pricing architecture. After seeing enterprises struggle with opaque, usage-based pricing models in the RFP space, Peter built Fastbreak RFP to introduce predictable, user-based pricing that scales with customer success. We unpack key insights into RFP pricing models, including: - The hidden costs and challenges of usage-based pricing in RFP software - How the shift from usage-based to user-based pricing impacts customer retention - Real-world examples of simplifying compliance workflows through pricing structure Peter shares his framework for building pricing tiers that align with procurement workflows, demonstrating how Fastbreak RFP reduced sales friction through transparent pricing architecture. For pricing leaders wrestling with the complexity of enterprise RFP solutions, Peter reveals his playbook for packaging AI capabilities without creating pricing anxiety. Whether you're rethinking your pricing strategy or seeking insights on monetizing AI features in enterprise software, this discussion offers actionable frameworks for modern SaaS pricing architecture in complex markets. In this episode: (00:00) Introduction of Peter Bonney, Founder and CEO of Fastbreak RFP (03:46) Rewind story, Peter's entrepreneurial journey and evolution of Fastbreak’s pricing strategies, the chaotic nature of enterprise RFPs and Fastbreak RFP's automation solutions (16:21) Resolving pricing misalignment, pricing models in AI-driven businesses and the transition from usage-based to user-based pricing (20:41) Challenges in simplifying pricing models for large companies and the benefits of tiered seat models, transitioning to user-based pricing for clarity and predictability (26:00) Future of pricing models, leveraging AI for “magical” RFP responses and CRM integrations to create tailored responses (31:05) Closing remarks, favorite jam by Living Colour Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Peter Bonney LinkedIn Fastbreak RFP Marcos Rivera LinkedIn Marcos Rivera X Pricing I/O Book: Street Pricing Email Street Pricing for a consultation…
How can SaaS companies benefit from the seasoned insights of the Pricing I/O team to navigate complex market dynamics and achieve pricing excellence? Today I’m speaking with Peter Cohen, Steve Inman, Mario Pereda, Emily Sanz and Amit Saraf - a special lineup of pricing experts from the Pricing I/O team. These experts have vast knowledge across various industries like airlines, freight transportation, and tech. Each of my talented colleagues shares their unique insights into the art of pricing. We engage in a dynamic roundtable discussion, unraveling the intricacies of delivering just the right amount of value without overextending, a vital strategy for maximizing utility in SaaS pricing. Our conversation reveals how to effectively capture value and tackle the complexities of pricing across different sectors, guiding SaaS companies toward optimal pricing models. The discussion begins with a deep dive into why software packaging deserves more attention than pricing itself, with the team advocating for an 80/20 split in favor of packaging considerations. They explore why providing the right amount of value, rather than maximizing features, is crucial for customer satisfaction and revenue growth in SaaS businesses. The conversation then shifts to analyzing Salesforce's recent move to conversation-based pricing for their AI agent service, charging $2 per conversation instead of traditional user-based licensing. The team debates the implications of this shift and whether it would work for smaller companies without Salesforce's data advantages and established customer base. The episode concludes with team members sharing their key advice for SaaS leaders in 2025, including the importance of customer feedback, service differentiation, careful discounting practices, and implementing effective pricing committees. In this episode: (00:00) Team Introductions - Pricing I/O team members including Peter Cohen, Steve Inman, Mario Pereda, Emily Sanz and Amit Saraf - each bringing different pricing expertise across industries (05:09) “A-ha” moments, packaging vs pricing, why software packaging deserves more attention than pricing levels, with the recommendation to spend 80% of time on packaging and 20% on price points, why giving customers the right amount of value (no more, no less) is crucial for SaaS success (17:41) Salesforce's move from user-based licensing to charging $2 per conversation for their AI agent, the pros and cons of this pricing strategy and its implications for the industry (31:38) Team members share their top pricing recommendations for 2025, including: - Getting customer and employee feedback regularly - Focusing on services as a differentiator - Being careful with discounting - Implementing a pricing committee (37:16) Closing remarks, favorite jams Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Peter Cohen LinkedIn: https://www.linkedin.com/in/peter-cohen-8a8b4859/ Steve Inman LinkedIn: https://www.linkedin.com/in/inmansteven/ Mario Pereda LinkedIn: https://www.linkedin.com/in/mario-pereda/ Emily Sanz LinkedIn: https://www.linkedin.com/in/emily-sanz/ Amit Saraf LinkedIn: https://www.linkedin.com/in/amsaraf/ Marcos Rivera LinkedIn Marcos Rivera X Pricing I/O Book: Street Pricing Email Street Pricing for a consultation…
How can entrepreneurs unlock exponential growth by understanding and leveraging “discovery-led growth” in their pricing strategies? Today, Street Pricing listeners are treated to Marcos’ discussion with Eric Weiss, CEO of Chaos to Clarity. Eric delves into the intricacies of entrepreneurial growth with an emphasis on understanding customer value. Drawing from his extensive experience, Eric highlights the transformative power of human-centered design through compelling case studies, such as differentiating an email marketing platform in a crowded market. Marcos and Eric also explore how companies can leverage customer feedback to enhance user experience and retention, advocating for a ‘discovery-led growth’ mindset. Later in the episode, Eric provides valuable insights into the challenges and potential of AI in product development. Incremental integration is key to ensure reliable user experiences. You’ll hear the importance of empathy, strategic design, and continuous learning to achieve product-market fit and unlock market potential. This episode is a must-listen for entrepreneurs seeking to harness innovative strategies for growth and value capture. In this episode: (00:00) Guest intro of Eric Weiss, CEO of Chaos to Clarity (04:10) Rewind story, the importance of customer value as a driver for pricing strategies and growth, free master classes (15:26) Creating better interfaces, how companies can enhance user experience and retention through customer feedback, simplified onboarding, maintaining a discovery-led approach with continuous customer engagement (20:43) How you can start your discovery-led growth - talk to your customers! Speak their language, ask the right questions, find the custom solution for them (29:30) What’s going on today - Delving into the challenges of AI integration, the importance of balancing innovation with consistent user experiences, and avoiding customer churn, AI “Agency” - allowing to take steps for you (41:37) Know your customer better than they know themselves - empathy in understanding customer needs and crafting elegant solutions, aiming to be the best in the market, value of knowing your customer and being a master in your field (44:38) Closing remarks, favorite jam from Metallica Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Eric Weiss LinkedIn Chaos to Clarity Marcos Rivera LinkedIn Marcos Rivera X Pricing IO Book: Street Pricing Email Street Pricing for a consultation…
How did James McKay revolutionize financial services with his "20-minute term sheet" strategy, and why is speed more valuable than cost in today's financial landscape? James is the CEO of VEN, and he joins me on today’s Street Pricing podcast to navigate the complex world of Revenue Operations (RevOps) and pricing strategies. Together, we chart the course from James' time at Clearco, where he revolutionized financial services with innovative pricing strategies, to his current focus on optimizing RevOps. Learn how the "20-minute term sheet" became a game-changer in providing rapid access to capital and why speed and flexibility are often valued more than the cost itself in financial services. James reveals the challenges of targeting more sophisticated clients and the vital role of clearly articulating a value proposition to overcome cost objections. Delve into tales of adapting pricing and packaging in response to market dynamics. RevOps emerges as the backbone of operational efficiency throughout these transformations. In this episode: (00:00) Guest intro of James McKay (03:34) Rewind story, navigating pricing strategies for growth, "20-minute term sheet" campaign, challenges targeting larger companies, importance of speed and flexibility in financial services (10:31) Defining revenue operations (‘RevOps’), optimizing for growth, defining a new business category, challenges in raising capital, and the role of RevOps in managing the customer journey (14:31) RevOps best practices and timing, managing customer interactions, data governance, and infrastructure for companies transitioning to a repeatable sales process (17:49) Founder-led sales transition complexity and timing, common issues and challenges, CRM data and customer journey mapping, CRM systems must accurately reflect the customer journey, measure funnel metrics, and balance automation with user adoption (27:46) Managing sensitive data, a RevOps terminology debate (33:26) Impact of AI on RevOps Professionals, RevOps is crucial for sales strategy, using a pragmatic approach and small improvements for growth (40:24) Future growth and favorite jams Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: James McKay LinkedIn VEN Marcos Rivera LinkedIn Marcos Rivera X Pricing IO Book: Street Pricing Email Street Pricing for a consultation…
How can defining an ideal customer profile (ICP) transform your SaaS pricing strategy and ensure your product's value is validated by early paying customers? Niclas Lilja, the visionary Founder and CEO of Younium, shares insights on the evolving dynamics of SaaS pricing strategies. An industry trailblazer, Niclas illuminates his transformative journey from Medius to Younium, and shifting from traditional subscription models to innovative usage-based pricing. We get into the complexities of pricing decisions, looking at the balance between clarity and complexity. Niclas shares his art of iteration, negotiation, and maintaining alignment with customer success. You’ll hear about defining an ideal customer profile (ICP) and securing early paying customers to validate a product's value and the evolution of defining an ICP over time. We delve into the psychological dynamics entwined with usage-based pricing and its diverse impact on companies of varying sizes. In this episode: (00:00) Niclas Lilja, CEO of Younium, shares his journey from Medius to founding Younium, the transition from traditional subscription models to innovative usage-based pricing, and clarity over complexity in pricing decisions (11:36) Developing an Ideal Customer Profile (ICP) and an effective pricing strategy, securing early paying customers to validate a product's value, refining pricing models is an evolving process that can take years. (16:59) Niclas’ advice on finding your narrative, crafting fair and simple pricing models, avoiding unexpected fees that can lead to customer dissatisfaction, balancing usage-based pricing with fair value attribution (23:55) Looking into the future, impact of AI in refining pricing models, uncertainty and perceived security perceived by both sellers and buyers, especially for companies of different sizes, a balanced approach that combines variable and fixed elements to provide a strategic edge while ensuring fairness and transparency in pricing (32:15) Moving beyond guesswork and focusing on value capture and growth, advice for listeners to apply these insights in their pricing strategies, “be precise to get to the price”! (34:38) Favorite jam growing up in Stockholm Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Niclas Lilja LinkedIn Younium Marcos Rivera LinkedIn Marcos Rivera X Pricing IO Book: Street Pricing Email Street Pricing for a consultation…
What if your SaaS bundling strategy could do more than just boost immediate sales? Join me, Marcos Rivera, as I unravel the strategic art of product bundling today on Street Pricing. This episode isn't just about quick wins—it's about leveraging bundling to drive customer adoption and set the stage for future growth. Keeping bundles lean and focused is crucial. Overly complex bundles can lead to sales complications and downsells. Learn the power of strategic bundling, and you’ll learn how to craft combinations that meet a broader spectrum of customer needs. Major companies like McDonald's and HubSpot effectively use ‘soft bundles’ to offer attractive deals that target specific buyers without compromising value. With the less favored, but sometimes advantageous, hard bundles, it's critical to avoid pairing high-performing products with those that underperform. Tune in to transform your approach to product bundling and drive scalable success in the SaaS industry. In this episode: (00:00) Bundling, common misconceptions about bundling, strategic bundling, solving more problems for the customer and paving the way for future sales. (06:00) While bundles can drive growth, a bundle that’s too large or complex can actually backfire, creating friction during both the sales process and customer renewal periods. (08:29) How to combine products effectively to create bundles that add value for customers. Solving a sequence of problems, reducing context-switching for users, and creating economies of scale during implementation are key, all while being mindful not to overcomplicate things. (09:00) The most common types of bundles: ad hoc, framework, soft, and hard bundles. Marcos explains why ad hoc bundling is a mistake and outlines the benefits of using soft bundles, where products are sold together to solve complementary problems. He also shares a strategy for bundle pricing and emphasizes the importance of aligning product use cases and simplifying implementation. (12:00) Understanding customer use cases and ensuring that bundled products naturally complement each other to enhance value and support sustainable customer retention. Practical tips on avoiding common bundling mistakes and ensuring smooth implementation and onboarding processes. Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Marcos Rivera LinkedIn Marcos Rivera X Pricing IO Book: Street Pricing Email Street Pricing for a consultation…
Are you facing engineering bottlenecks with your pricing systems? Discover how early decisions can impact your SaaS scalability and what you can do about it. Join me for a game-changing conversation with Fynn Glover, the visionary co-founder and CEO of Schematic. Fynn opens up about his entrepreneurial journey from lifestyle media to B2B SaaS, where he confronted the daunting challenges of scaling a company due to pricing pitfalls. His candid story reveals the pivotal lessons learned from instinct-driven pricing errors and how these hurdles led to the creation of Schematic, a solution dedicated to demystifying complex SaaS pricing structures. We uncover the critical importance of understanding customer willingness to pay, especially when your business is in its infancy. Through Fynn's experiences and my own, we emphasize the power of engaging potential customers early on—at least 50 conversations deep—to truly gauge market interest. This strategic approach helps mitigate risks and unlocks a product's perceived value. Discover the essential questions that can reveal customer urgency and the external factors influencing purchasing decisions, equipping SaaS founders with actionable insights to build a robust pricing strategy from the outset. Pricing systems in high-growth companies often face integration challenges, demanding foresight and strategic engineering decisions. We share firsthand experiences where seemingly simple pricing tweaks became major engineering undertakings, highlighting the need for adaptable systems that support swift, impactful business choices. Looking ahead, we explore the evolving landscape of SaaS pricing and packaging, the empowerment of B2B buyers, and the transformative influence of AI on software solutions. In this episode: (00:00) Intro and background of Fynn Glover, journey from founding a lifestyle media company to transitioning into B2B SaaS, emphasizing the critical missteps in instinct-driven pricing models that hindered growth and led to the creation of Schematic. (0:08:19) The importance of understanding customer willingness to pay in the early stages of a business. Fynn advocates for extensive conversations with potential customers to validate market interest and reduce risk, thereby informing effective early-stage strategy development. (0:15:00) Most common challenges high-growth companies face in managing pricing changes across various system stacks. Fynn illustrates how early engineering decisions can impede scalability and emphasizes the necessity of foresight to avoid costly setbacks, highlighting the often-neglected prioritization of monetization in product development. (0:25:13) The evolving landscape of SaaS pricing and packaging standards, reflecting on the separation of concerns between business and engineering decisions. As B2B SaaS buyers demand greater flexibility, the role of AI in integrating cost implications into usage-based billing presents an open question for future software and business strategies. (0:27:30) Reflections on the transformative role of AI in software, underscoring its dual nature as both a tool and a creator. (0:33:44) Favorite jams - Mark Knopfler Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Fynn Glover LinkedIn Schematic Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
Why are 77% of companies hesitant to change their pricing despite inflationary pressures, and what can be done to overcome this fear? Today I welcome special guest John Kotowski, co-founder of PricingSaaS for an enlightening conversation that unravels the intricate dance of strategic pricing, showcasing how it can be the linchpin driving your company's success. We dissect the challenges and rewards of implementing sophisticated pricing models without relying on a sales team, and examine how meticulous analysis uncovers churn and expansion opportunities. Even subtle pricing adjustments can yield significant revenue gains. Through stories of overcoming complexity and aligning product features with pricing paths, we lay out a pragmatic roadmap to achieving those sought-after revenue targets. Turning to the future, we turn to the powerful yet complex realm of AI monetization. From companies like Notion and Algolia experimenting with add-ons to outcome-based pricing models, we explore the evolving landscape where AI features are not just enhancements but value propositions in themselves. With a keen focus on experimentation and infrastructure, we highlight the challenges and triumphs of monetizing AI, ensuring you walk away armed with insights to navigate the rapidly shifting sands of SaaS pricing. In this episode: (00:00) Intro and background of Pricing SaaS co-founder John Kotowski (04:05) Managing Complexity in Pricing Strategy - Managing product-led growth strategy, utilizing data analysis, and aligning features with upgrade paths. (10:26) Master pricing and monetization as a product leader, secure small wins, and progressively make bolder moves for business growth (15:50) Invest in tooling and infrastructure for successful monetization, exploring pricing strategies and trends, addressing challenges to capture value (27:14) Excessive discounts can lead to customer challenges. The importance of product stickiness (31:29) Monetizing AI Features in Pricing – About half of tech companies are experimenting with different pricing models for AI features, including add-ons and outcome-based pricing, while also creating new AI-driven products (46:09) Favorite jams - Nirvana as a 90s teen Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: John Kotowski LinkedIn PricingSaaS Pricing SaaS Benchmark Report Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
Want to future-proof your creative business against the ever-evolving landscape of technology and globalization? John T. Meyer dives into the future of creative entrepreneurship and offers actionable advice on niche specialization and leveraging AI. Marcos engages in a compelling conversation with John, founder of Leadmore, on the nuances of creative entrepreneurship. This episode dives into Meyer's transformative journey from running a successful design agency to coaching creative entrepreneurs. Meyer emphasizes the importance of value-based pricing over effort-based pricing, illustrating how understanding the true worth of creative work can lead to higher revenue and greater client satisfaction. He provides actionable advice on tackling common entrepreneurial challenges, such as managing multiple roles and prioritizing tasks, while highlighting the benefits of leveraging virtual assistants and contractors through his "No More Solo" coaching program. The conversation also explores future trends in creative entrepreneurship, including the impact of technology, globalization, and niche specialization. Meyer shares his vision for helping solopreneurs build scalable, million-dollar businesses and reflects on the influence of music on his entrepreneurial journey. In this episode: (00:00) John Meyer shares his journey from creative agency to coaching entrepreneurs on scaling and leveraging with effective pricing strategies. (11:28) Value in Pricing and Experience - Value in the creative industry: shifting from effort-based to value-based pricing, communicating worth, understanding feedback, and re-bundling services. (20:05) "No More Solo" program helps entrepreneurs scale their business by delegating tasks and focusing on high-value tasks for growth. (27:59) Technology, globalization, AI, niche specialization, solopreneurship, and music's influence on our formative years. (32:43) Favorite jam growing up (33:52) Words of wisdom, advice, lessons on pricing and growth in coaching, with insights from John's million-dollar agency experiences. Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Solopreneur Scorecard Leadmore on YT John T. Meyer LinkedIn John T. Meyer Coaching Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
Are freemium models confusing your customers and costing you sales? Find out why Jon Rydberg advocates for guided paid trials over freemium models and how this strategy can significantly boost your software's success. In our insightful conversation, Jon, the Founder and Principal of Align Advisory Group, takes us through his fascinating journey from VP of Sales to becoming an independent consultant. We dive deep into the complexities of pricing strategies, the pitfalls of multiple pricing tiers, and how educating customers about price increases can significantly impact win rates. We then shift our focus to the critical choice between freemium and trial-based models, especially for complex, enterprise-grade software platforms. Jon and I dissect the challenges of implementing a freemium model that requires extensive configuration and support, ultimately finding that guided paid trials were a more effective solution. We also discuss the importance of collecting feedback to adjust pricing strategies, ensuring they are well-aligned with the support and infrastructure available for SMBs. In our final segment, we explore effective pricing strategies for sales success, with a spotlight on value-based pricing for pilot programs. John shares practical tips on setting appropriate pilot fees, covering costs, and offering pilot fee credits towards future contracts to enhance conversion rates. We also touch on the future of pricing and sales, emphasizing the role of transparency in pricing to attract more educated and qualified leads, saving time and reducing frustration. Tune in for a comprehensive guide on mastering the art of pricing in the B2B SaaS landscape! In this episode: (00:00) Jon Rydberg discusses his transition from VP of Sales to pricing expert. He highlights the challenges of aligning enterprise pricing with an SMB target audience. (11:20) The Path From Freemium to Trials - the strategic decision-making process between freemium and trial models. Jon shares insights on why guided paid trials are more effective for complex software platforms. (15:22) Jon elaborates on value-based pricing for pilot programs, focusing on cost coverage and client commitment. He provides practical tips to enhance conversion rates and secure multi-year deals. (22:28) The conversation shifts to the importance of transparency in pricing for enterprise sales. Jon and Marcos discuss how transparent pricing can lead to better-qualified leads and streamlined sales processes. (27:23) A real-world example of a pricing model that hindered sales efforts, and the need for tailored, transparent pricing strategies to avoid such pitfalls. (31:40) How AI will impact future pricing models. Despite AI's capabilities, Jon asserts that human elements remain crucial for customer interactions and relationship-building. (34:52) Favorite jam growing up Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Jon Rydberg Jon Rydberg LinkedIn Align Advisory Group Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
What if your real estate transaction could be hijacked by cybercriminals in mere seconds? Join me in a discussion with Tyler Adams, co-founder and CEO of CertifID, around the alarming realities of wire fraud in the real estate industry. With a shocking $12.5 billion lost to cybercrime last year according to the FBI, Tyler unveils how fraudsters exploit trust and rapid money movement in real estate deals, and how CertifID is on a mission to secure these transactions through identity verification and robust security measures. Tyler shares how increasing awareness of fraud risks and changes in insurance coverage have driven a growing appreciation for their product. We discuss the initial resistance to subscription models due to the cyclical nature of the industry, and how this led to the creation of a more tailored annual license plus transaction-based pricing approach—aligning costs more closely with customer value and market dynamics. Tyler explains the transition to a hybrid billing model, balancing subscription and per-transaction fees, and the continuous adaptation required to meet customer needs. We also explore how CertifID navigates the challenges of transitioning existing clients to new pricing structures. This episode is a must-listen for anyone interested in preventing wire fraud and mastering effective pricing strategies. In this episode: (00:00) Tyler Adams, CEO of Certified, discusses wire fraud in real estate, and overview of FBI’s fraud report -$12.5 billion lost to cybercrime in one year (reported) (04:50) Challenges convincing businesses to adopt paid security measures, entering the market with a unique fraud prevention solution, evolving perception of its value, challenges of pricing models, and shift to annual license plus transaction-based pricing (13:00) Complexity of balancing predictability and flexibility in pricing models (22:05) What’s working right now in real estate security and pricing, addressing multiple money movements within a single real estate transaction (28:30) Sales team approaches to customers and commission structures (36:15) Plans going forward, continuous iteration to align with customer needs and market dynamics, offering tiered insurance options for better customer control and value (40:40) Favorite jam growing up Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Tyler Adams LinkedIn CertifID Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
Join me for a conversation with Min FitzGerald, the Director of Monetization at Clio, who shares her transformative journey from management consulting to leading pricing strategies at a hyper-growth SaaS company. Min's story is a testament to the power of rigorous, structured approaches in driving company growth, particularly through developing Clio's ‘law firm maturity model’. Min opens up about the intricacies of handling customer churn when altering pricing plans and packages. She emphasizes a bottom-up approach, incorporating customer-level analysis, and using micro tests to fine-tune strategies. Learn the importance of starting monetization discussions early in product development and how a collaborative approach with product and engineering teams can lead to successful outcomes. These insights provide a practical roadmap for anyone looking to enhance their pricing strategy and drive business growth. In this episode: (00:00) Min FitzGerald's journey at Clio, transforming pricing strategy and developing the law firm maturity model for growth. (12:38) Timing and evolution of pricing strategies, organizational buy-in and collaboration are crucial for successful pricing initiatives in B2B SaaS companies. (17:30) Managing customer churn through customer-level analysis, micro tests, and early integration of monetization in product innovation. (19:50) Navigating pricing in business growth collaboration between product, engineering, and revenue operations is crucial for pricing and monetization decisions and managing a multi-product portfolio. (27:07) What’s next for Clio? Multi-product evolution, global expansion of offerings (30:15) Fearless attitudes, empowering growth and impact. (32:15) Favorite jam growing up Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Min FitzGerald LinkedIn Clio Book: Crossing the Chasm Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
Today Marcos welcomes Annie Schmidt, Product Lead at Stripe, who shares her extensive experience balancing product development and pricing, particularly in her current role leading Stripe's terminal team. We start with a compelling rewind to Annie's days at MindBody, where she faced the challenges of implementing a price increase that initially did not go well. By explaining the 'why' behind price increases and taking a ground-up approach to evaluate customer value, MindBody was able to justify changes and align their offerings with user needs. We also highlight the process of categorizing users into different cohorts and restructuring pricing tiers, ensuring a fair and transparent approach that resonated well with their diverse customer base. We wrap up with insights into the complex process of implementing successful pricing changes, especially when integrating hardware and software solutions. Annie shares how clear, value-based packages can simplify the decision-making process for both salespeople and customers. Emphasizing user empathy, we discuss the significance of renaming packages to reflect core benefits and presenting features that connect directly with customer needs. Tune in to hear valuable strategies and tips to enhance your own pricing approaches by aligning them with your customers' desires and values. In this episode: (00:00) Guest intro- Annie Schmidt of Stripe Product Pricing Strategy Success Story (03:16) Annie discusses balancing product development and pricing strategies, and shares a rewind story from her time at MindBody. (08:25) Pricing Strategy and Value Alignment - Communicating and implementing a pricing initiative by emphasizing value, explaining the 'why' behind price increases, and restructuring tiers based on user needs. (16:50) Effective Pricing Strategy Implementation Data-driven pricing strategies were used to minimize attrition and user dissatisfaction, resulting in the successful implementation of new pricing for software products. (25:30) Hardware and Software Pricing Strategy - Packages for payment solutions were streamlined and renamed by empathizing with users and presenting features in a customer-centric way. (34:01) What’s next for Stripe - Collaborative Pricing Strategy Insights - Lessons on avoiding mistakes, connecting with customers, and making incremental improvements for business growth.. (37:13) Favorite jams growing up Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Annie Schmidt LinkedIn Stripe Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
What if changing one simple metric could revolutionize your company's pricing strategy? Marcos is joined by Kyle Westra, Senior Director of Strategic Pricing at Maxar Technologies, who shares his expertise in pricing strategy spanning consulting, SaaS, and B2B technology. Kyle recounts transforming Bloomreach's pricing model from per page view to per API, highlighting the critical choice of metrics for simplicity, transparency, and value alignment in pricing strategies. Next, we delve into implementing new SaaS pricing models, stressing collaboration between customer success and sales teams for smooth transitions. By segmenting customers and preparing thoroughly, teams can effectively communicate changes, enhance customer relationships, and ensure successful rollouts. Explore the complexities of pricing at Maxar, including strategies for balancing innovation with client needs in government and military sectors. Kyle discusses navigating budget constraints and evolving pricing models, offering insights into hybrid approaches and the future of pricing strategies. Join us to hear how to refine your pricing strategy and foster continuous growth. In this episode: (00:00) Guest intro of Kyle Westra, Maxar history and business divisions. (04:11) Kyle discusses his extensive experience in pricing within consulting, SaaS, and B2B technology sectors. He shares a significant pricing change he implemented at Bloomreach, transitioning from a per-page view to a per-API model. He highlights the importance of selecting the right pricing metric and the key characteristics ensuring it aligns with sales goals and customer satisfaction. (14:20) This segment delves into the complexities of implementing new pricing models for SaaS companies. Kyle emphasizes the critical role of collaboration between customer success and sales teams. He discusses practical strategies like open office hours and joint game planning to prepare sales teams for communicating changes to customers. (25:05) The conversation explores the unique challenges of pricing and packaging strategies within Maxar, particularly in the context of serving government and military clients. He highlights the balance between innovation and meeting the needs of existing customers as technology evolves. (34:32) The focus shifts to the future of pricing models, comparing subscription-based and usage-based approaches. Kyle discusses the importance of building a robust pricing organization with clear roles, responsibilities, processes, and tools. The pros and cons of both pricing models are analyzed, noting the simplicity and predictability of subscription models versus the value alignment and operational effort required by usage-based models. (40:31) The episode concludes with a summary of the key insights shared throughout the episode. Kyle and Marcos emphasize the importance of leveraging these lessons to eliminate guesswork in professional environments. (41:31) Favorite jams growing up as a musician, writing the song “The Price Gouging Blues” Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing. Resources: Kyle Westra LinkedIn Maxar Intelligence Amazon bestseller: The New Invisible Hand: Five Revolutions in the Digital Economy Pricing song: Price Gouging Blues Marcos Rivera LinkedIn Book: Street Pricing Email Street Pricing for a consultation…
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