Street Pricing with Marcos Rivera

In this episode of the Street Pricing Podcast , Marcos Rivera talks with Michael Shields, VP of Procurement at Tropic, to get the buyer’s perspective on SaaS pricing. Known as the “boogeyman” to sales teams, Michael pulls back the curtain on how procurement sees variability, discounts, and trust. They unpack why end-of-quarter discounting has created a vicious cycle, how optionality differs from f...

In this episode of the Street Pricing Podcast , Marcos Rivera reconnects with Evan Munsing of Corbel Capital Partners to explore the art (and pain) of pricing pivots. From his days as a Marine Corps officer to roles as consultant, operator, and now investor, Evan brings a rare multi-angle perspective on how pricing shapes value creation. He recounts a company’s evolution from sneaker resale to B2B...

In this special episode of the Street Pricing Podcast , host Marcos Rivera is joined by Pricing I/O teammates Emily Sanz and Steve Inman to unpack Delta Airlines’ headline-making decision to roll out AI-powered ticket pricing. With deep backgrounds in airline revenue management, Emily and Steve separate fact from fear, explaining why AI is less about “personal price gouging” and more about sharper...

In this episode of the Street Pricing Podcast, host Marcos Rivera speaks with Chris Brisson , CEO and co-founder of Salesmsg. They discuss Chris's entrepreneurial journey, the evolution of pricing strategies in SaaS, and the transition from transactional to subscription revenue models. Chris shares insights on customer behavior, the importance of triggers in pricing, and the impact of AI on busine...

In this episode of the Street Pricing Podcast, Marcos Rivera and Mark Stiving delve into the complexities of pricing strategies, emphasizing the importance of understanding customer value and the role of AI in shaping pricing models. They discuss the challenges of defining customer problems, the significance of context in pricing, and the evolving landscape of AI-driven pricing solutions. Mark sha...

In this episode of the Street Pricing podcast, Marcos Rivera and Stephen Steers delve into the intricacies of sales, focusing on how founders can transition out of day-to-day sales roles while enhancing conversion rates. They discuss the importance of reducing friction in sales processes, the necessity of proper discovery to understand client needs, and the innovative approach of qualifying out po...

In this episode of the Street Pricing Podcast, host Marcos Rivera speaks with Alex Smith, founder of Basic Arts and author of 'No Bullshit Strategy.' They discuss the importance of strategy in business, the common pitfalls entrepreneurs face, and how to create unique value propositions that stand out in the market. Alex shares his journey from being a strategy consultant to democratizing strategic...

In this episode of the Street Pricing Podcast, host Marcos Rivera speaks with Ali Mamujee, a growth and strategy advisor in the B2B SaaS space. Ali shares his journey from being an early employee at Mercatus, a platform for managing complex renewable energy assets, to becoming a solo advisor for startup growth. The conversation delves into the importance of pricing strategies, the role of data in...

In this episode of the Street Pricing Podcast, Marcos Rivera discusses the popular pricing model of good, better, best, particularly in the SaaS industry. He emphasizes the importance of understanding your total addressable market (TAM) and the common mistakes companies make when implementing this pricing strategy. Rivera provides insights on how to effectively structure pricing tiers, avoid overs...

In this episode of the Street Pricing Podcast, host Marcos Rivera interviews Nikita Bykadarov, CEO of Maildoso, a startup focused on improving cold email deliverability. They discuss the challenges of cold email marketing, pricing strategies, customer acquisition, and the importance of deliverability in email campaigns. Nikita shares insights from his journey, including the evolution of Maildoso's...

Why does Rob Walling call pricing "the biggest lever in SaaS" and how often does he recommend revisiting your pricing strategy?     In this value-packed episode of the Street Pricing Podcast, Marcos Rivera interviews Rob Walling, founder of Drip and TinySeed accelerator, who shares how changing his SaaS pricing model from "new subscribers" to "total subscribers" transformed his business. Rob revea...

Is your pricing metric actually tracking what delivers the most value to customers—and could a misalignment be causing hidden churn?     Join me for a data-driven conversation with Pricing I/O data ninjas Sam Blumenfeld, Matthew Duncan, Kyle Eustaquio, Nishita Katere, Jack LoGrasso and Brenden Murden. We demystify what "good data" actually means for SaaS pricing decisions. The team unpacks how to...

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...

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 transpor...

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 highlig...

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...

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 trad...

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...

  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 s...

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 re...

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 M...

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 consu...

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 est...