Impact Pricing Blog
Written by a Human!
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,
The Three Value Disciplines: Why Price Takes the Blame When Buying Gets Hard
Most companies assume the price itself causes pricing problems. Deals stall. Buyers hesitate. Discounting appears. Price becomes the focal point because it is visible, measurable,
Free AI Is a Strategy, Not a Pricing Model
Right now, a surprising number of companies are offering AI features for free. Sometimes they bundle it into existing plans. Sometimes they quietly absorb the
