“We Lost on Price” – Truthful and Useless
January 19, 2026
After a deal falls apart, the explanation comes quickly. “We lost on price.” Most of the time, that statement is true. If the price had
Author: Mark Stiving
#759: Blogcast: Designing Hybrid and Evolving Pricing Models for AI
January 16, 2026
This is an Impact Pricing Blog published on November 10, 2025, turned into an audio podcast so you can listen on the go. Read Full
#758: How AI Is Changing Buying Behavior—and Why Value Still Wins with Mike Wilkinson
January 12, 2026
Mike Wilkinson, founder of Axia Value Solutions, joins Mark Stiving to explore how AI is fundamentally changing buying behavior—and why this shift exposes weak value
AI Didn’t Kill Per-User Pricing. It Exposed It.
January 12, 2026
AI did not break per-user pricing. It revealed that per-user pricing never made sense in the first place. For years, SaaS companies leaned on per-seat
#757: Blogcast: Pricing AI: Evaluating Pricing Metrics
January 9, 2026
This is an Impact Pricing Blog published on November 3, 2025, turned into an audio podcast so you can listen on the go. Read Full
#756: Who’s Accountable When AI Sets the Price? Pricing Governance in the Age of AI with Steven Forth
January 5, 2026
Steven Forth, Managing Partner at Ibbaka and co-creator of Value IQ, joins Mark Stiving to tackle a topic most pricing teams are avoiding: pricing governance
Price Is the Tradeoff
January 5, 2026
When deals stall or fall apart, price is usually blamed. The number is too high. The budget isn’t there. Procurement pushed back. Finance couldn’t justify
#755: Blogcast: What PE Firms Miss in Pricing Due Diligence
January 2, 2026
This is an Impact Pricing Blog published on October 27, 2025, turned into an audio podcast so you can listen on the go. Read Full
#754: Why Flipping “Good, Better, Best” Can Increase Revenue by 10% with Michael Mansard
December 29, 2025
Michael Mansard, Principal Director of Subscription Strategy at Zuora, joins Mark Stiving to challenge one of pricing’s most accepted conventions: the order of good, better,
Buyers Don’t Buy Features
December 29, 2025
Buyers trade money for value, not features. Features describe what a product does. Value explains why a buyer would give up money for it. Confusing
