Every article in the archive — pricing teardowns, billing system reviews, and strategy deep-dives.
Hard credit expiry looks like found revenue on your P&L and destroys NPS in your customers' heads. The math on why rollover credits almost always win, and how to design them.
AI makes your product more efficient. Efficiency means fewer users needed. Fewer users means fewer seats. The math on how this compounds into an NRR cliff — and what to do before it hits.
Everyone says switch to usage-based. But seat pricing wins when collaboration is the core value, usage is uniform, and procurement needs predictability. A framework for when it's the right call.
5 criteria for a great value metric, real examples from Databricks, Stripe, and Twilio, common anti-patterns, and how to validate before committing. Change it once, not twice.
Van Westendorp, conjoint analysis, and 5 customer interview questions that actually surface WTP. Also: why benchmarking competitors is the lazy analyst's starting point, not yours.
Slack's 2,000 messages. Dropbox's cross-device sync. How these companies found their conversion-predicting product moments — and the cohort analysis methodology to find yours.
Only 6% of SaaS uses reverse trials. Start everyone on premium, downgrade after 14 days. The endowment effect does the selling for you. Here's why and how to implement it.
72% of reps discount in more than half of deals. A significant portion were unnecessary. The math on irrational discounting, the discount authority matrix, and what best-in-class looks like.
MSA structure, order forms, escalator clauses, usage floors, and true-up schedules. Every ambiguity in your contract becomes a negotiation at renewal. Here's how to write them out.
The specific contract structure that gives CFOs a predictable floor and growth teams expansion leverage. How to set the commit, design rollover credits, and schedule true-ups.
HubSpot's contacts model is a masterclass in hybrid pricing: tiers for features, usage for scale, expansion that feels natural. Why 46% of SaaS companies ended up here.
Compute credits drove 150%+ NRR and the biggest software IPO of its time. Then customers optimized. The 2023 guidance cut is the most important UBP lesson in a decade.