Impact Pricing Blog
Written by a Human!
Buyers Are Rational, It’s the Sellers That Aren’t
When companies lose a deal, the explanation is almost always the same. “We lost on price.” Price becomes the default explanation. It’s convenient. It’s simple.
Credits Trade Clarity for Flexibility
To understand what credits really do, it helps to separate three ideas that pricing conversations often blur together. A value metric is how buyers measure
If Buyers Can’t Explain It, You’ve Not Sold It
Companies think they have a pricing problem. Usually it’s a value literacy problem. Value literacy is your ability to help a buyer articulate their own
Why AI Is Making SaaS Metrics Grow Up
ARR had a good run. But it’s over. Annual Recurring Revenue became the dominant metric in SaaS for a simple reason. It worked. When marginal
Credits Are Both Billing and Currency and That’s the Problem
I keep disagreeing with my friend Steven Forth about credits. I’ve learned that when I disagree with Steven, it means I don’t understand the issue
Pricing Theory vs. Buying Reality: Why Usage-Based Pricing Still Wins in Enterprise AI
If you spend enough time talking about pricing AI, someone will eventually say this:“Per-user pricing makes no sense for AI.” Conceptually, they are right. Practically,
