In this episode, Jaryd Krause tackles the fascinating world of SaaS pricing with expert Dan Balcauski. Dan, the founder and Chief Pricing Officer at Product Tranquility in Austin, Texas, specializes in helping high-volume B2B SaaS CEOs determine optimal pricing and packaging for their new products. With extensive experience across both B2C and B2B sectors, from startups to publicly traded companies, Dan brings a wealth of knowledge to the discussion.

Throughout the episode, Dan shares how he began his journey in pricing SaaS products and reveals the three main levers for scaling a SaaS business. He discusses the often-overlooked importance of pricing in the marketplace and provides insights on how to determine if a business is overcharging or undercharging for its products. Additionally, Dan explains the willingness to pay equation for customers and highlights common pitfalls in pricing strategies.

Tune in to gain key insights into how corrective pricing can significantly impact scaling a SaaS company.

Episode Highlights

05:00 - What is LUCK?

13:00 - How does net revenue retention work?

20:20 - Tackling the 3 pricing orientation

31:00 - Sales is an emotional job

39:00 - How value engineering works?

Key Takeaways

➥ Pricing is often overlooked, even in large corporations. Effective pricing strategies can significantly impact a company's growth and profitability.

➥ Companies often focus too much on acquisition and neglect monetization and retention. Understanding and addressing these areas can lead to substantial growth opportunities.

➥ Competitor-based pricing can be risky as it assumes competitors have the right strategy and can lead to undifferentiated pricing. Value-based pricing focuses on the perceived value to the customer, aligning price with the benefits and outcomes the product delivers.

About The Guest

Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility, based in Austin, TX. He focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Over his career, he has worked in both B2C and B2B companies, ranging from startups to publicly traded enterprises.

Connect With Balcauski

➥ https://www.linkedin.com/in/balcauski/

➥ https://www.producttranquility.com/

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