Monetizing SaaS

Daniel Hellerman, co-founder and CPO of Saleo, shares his journey from developing iPhone apps to building a platform for personalized demos. He discusses the importance of user experience and hyper-personalization in B2B software. Saleo offers a unique choice in the demo software market by providing truly live demos that replicate the needs of prospects. The company has experienced rapid growth, p...

Harker Roslin shares his career journey from teaching philosophy to working in tech and product leadership roles. He discusses his current role at HubSpot and the focus on ease of use and time to value. Harker also talks about the importance of pricing and packaging in B2B SaaS and the need for intentional decision-making and trade-offs. He emphasizes the alignment between the pricing roadmap and...

Ryan Johnson, CPO of CallRail, shares his journey in product management and the evolution of CallRail as a lead intelligence company. He discusses the company's focus on conversational intelligence and the use of AI to summarize phone calls, analyze sentiment, and generate follow-up emails. Ryan also explores the potential disruption in the search industry and the challenges of pricing and pac...

Farhan Manjiyani, Senior Manager of Pricing and Commercialization at Grafana Labs, discusses the company's approach to pricing and packaging. He highlights the importance of being long-term greedy and focusing on value-based pricing. The commercialization team at Grafana Labs is responsible for deal strategy, pricing strategy, and competitive intelligence. Farhan shares examples of how the tea...

Marcos Rivera, founder and CEO of Pricing I/O, shares his career journey and myriad lessons learned about pricing, packaging, and monetization best practices in B2B SaaS. He discusses the challenges and complexities of pricing, including leaving money on the table and the fear of raising prices. He emphasizes the need for a clear strategy, understanding the target audience, and creating valuable e...

John Kotowski, founder of PricingSaaS, shares his career journey and insights on pricing and monetization in B2B SaaS. He emphasizes the importance of mindset for founders and the impact of AI on pricing strategies. John discusses the complexity of monetization in B2B companies, highlighting the lack of ownership and the need for better infrastructure and tools. He advises product and engineering...

Tommy Noonan, a product leader with experience at companies like Full Story, Cypress, Interviewing.io, and Tropic, shares his career journey and insights on monetization in B2B SaaS. He discusses the challenges and complexities of building and supporting monetization infrastructure, emphasizing the importance of visibility, control, and leverage. Tommy also provides advice for product and engineer...

Jen Ayers, COO of a private firm and experienced leader in information security and ops, shares her career journey and insights on building software companies, establishing trust between product and engineering teams, and the complexity of B2B SaaS monetization. She emphasizes the importance of delivering on commitments, understanding market behavior, and being flexible in pricing and packaging. J...

Jon O'Bryan shares his journey from studying physics to co-founding property tech startups and now running Atlas.so. He discusses his experiences in academia, finance, and running an Airbnb business before co-founding Atlas. The vision for Atlas is to be the customer system of record, handling all customer information from support to sales. In five years, they aim to be the first point of inta...

Kayvan Dastgheib shares his career journey in revenue operations and highlights the importance of building strong foundations in sales, customer success, and marketing. He emphasizes the role of revenue operations in aligning different departments and ensuring scalable infrastructure and discusses the significance of gross revenue retention and pipeline conversion in driving growth. The conversati...

Tim Oshansky, a serial founder and technology leader, shares his career journey and experiences in various industries, including derivatives trading, construction technology, and restaurant technology. He discusses the importance of reducing friction in product, buying, and commercial aspects of a business. He also explores the complexity of pricing and packaging in B2B software and the challenges...

Thomas Sellers, Director of Strategic Pricing at UiPath, shares his journey in monetization and pricing. He discusses the challenges and considerations in pricing generative AI features and the importance of understanding the value and business impact of these features. Thomas also highlights the challenges faced by large organizations in evolving their monetization strategies and the need for bui...

Brian Rinaldi , a software developer advocate who spent the last two years at LaunchDarkly and who recently joined LocalStack, shares his journey in the tech industry and discusses the evolution of developer advocacy & the opportunity to extend feature flags beyond rollout and into entitlements. He emphasizes the importance of content and community in developer advocacy programs and provides i...

Justin Gagnon is a growth engineering leader at Calendly. In this episode of Monetizing SaaS, he discusses the complexity of monetization in B2B SaaS businesses. He emphasizes the importance of treating monetization as a first-class citizen from the beginning and not as an afterthought. Gagnon highlights the need for a clear pricing and packaging strategy, as well as a robust entitlements system....

Bill Tarr is a solutions architect for AWS. In this episode of Monetizing SaaS, he discusses his career journey in software development and the role of the SaaS Factory team at AWS. He emphasizes the importance of understanding costs, both cost per tenant and cost per feature, especially in the wake of generative AI. Bill highlights the significance of feature flags in managing and packaging featu...

Matt Bradley , former CEO of Cloud Snap, shares insights on his career journey and the importance of pricing and packaging in B2B SaaS. He emphasizes the need for pricing to be aligned with the value customers receive and not out of sync with the company's cost structure. Matt also discusses the common misconceptions around pricing and the importance of collaboration between product, sales, an...

In this conversation,  Justin Talerico , CMO at  Automox , discusses his career journey and shares insights on building trust and alignment between go-to-market and product teams. He also discusses a major inflection in SaaS -- how empowered the B2B SaaS buyer has become and the importance of reducing friction in the customer experience. Justin highlights the tech stack needed to support a buyer-c...

Lindsay Trinkle, co-founder of Makeswift, shares her career journey and the vision behind the business. She discusses the importance of bringing monetization into product strategy early and the role of pricing in branding. Lindsay emphasizes the need to talk to customers and gather diverse opinions when it comes to pricing and packaging. She also highlights the challenges and complexities of monet...

In this conversation, Fynn and Pat Doran discuss the complexities of pricing and packaging in the software industry. Pat shares his insights from working with numerous SaaS companies and highlights the common mistakes made at different stages of growth. They also touch on the importance of data-driven decision-making and the need for a consistent pricing committee. Pat emphasizes the value of buil...

Steve, a software engineer and serial founder, shares his career journey and the lessons he has learned along the way. He discusses his current startup, Supered.io, which focuses on adoption and delivery of HubSpot services. Steve built at least two billing systems for Salesloft as they scaled from $0-$100M so is an expert on monetization infrastructure and understands firsthand the complexity of...

Rob Eanes, the co-founder & CTO of PingBoard and now VP Product at WorkLeap, shares his career journey and the vision for the combined companies. They aim to make work simpler by helping companies improve employee experience through better connections, communication, and engagement. Rob discusses the challenges of building and maintaining monetization infrastructure in the SaaS industry, empha...

Rob Truesdell, CPO of Pangea Cloud, shares his journey in the tech industry and discusses the big market inflections in building software and security companies. He emphasizes the importance of delivering value quickly in the SaaS space and reducing time to value for developers. Rob also talks about the consumerization of enterprise software and the need to support multiple go-to-market motions, h...

In this episode, Fynn sits down with Bill Wilson, founder of Pace Pricing, to discuss his journey from software developer to pricing expert. Bill shares his insights into the intricacies of B2B SaaS monetization, common pricing mistakes, and how to build effective pricing strategies. Whether you're an early-stage startup or a growing SaaS company, this episode is packed with valuable advice on...

Fazal Gupta is the co-founder of Logik.io. He began his career in India, where he studied computer science and worked as a developer. Gupta then moved to the US where he joined BigMachines, which in many ways created the CPQ (Configure, Price, Quote) category. Over the course of his journey, he transitioned from software engineering to product, eventually taking on product leadership roles at Orac...