Why Your Customers Buy
November 9, 2026
Ask most executives why their customers buy from them, and you will get an answer about the product. Better quality. Faster delivery. Easier to use.
Category: Blog
Scary Margin Math
November 2, 2026
Going from 95% contribution margin to 75% sounds like a minor adjustment. It is not. Work through the math, and you will see why chasing
Price AI Like an Insurance Company
October 26, 2026
CFOs hate losing money on a customer. When the usage report shows an account costing more in compute than it pays, the reaction comes fast:
Your Best Customers Are Costing You Money
October 19, 2026
In hardware, your biggest customer is your best customer. A fleet manager who buys 200 trucks generates 200 times the margin of someone who buys
How Three Perspectives Became One Book
October 12, 2026
A few years ago, companies started applying AI to their products and immediately running into pricing problems they couldn’t explain. Per-seat pricing stopped making sense.
Is It Time to Stop Chasing Outcome-Based Pricing
October 5, 2026
Grammarly doesn’t know if it works. It knows its features work (and so do I; that’s why I use it), and both of us believe
Why Pricing Models Exist
September 28, 2026
Steven Forth published a this week on his Substack, Pricing Innovation, titled With Generative AI, Why Have a Pricing Model at All? The central question
Pricing AI Is Hard, Part 2: The Value Problem
September 21, 2026
Part 1 covered the cost problem. AI products have real marginal costs, but most companies price them with pure SaaS instincts built for a world
Pricing AI Is Hard Part 1: SaaS Could Afford to Be Wrong. AI Can’t.
September 14, 2026
SaaS companies could afford to be wrong about value. With near-zero marginal costs, even a badly chosen pricing metric left the business profitable. You left
Outcome-Based Pricing Isn’t What I Thought It Was
September 7, 2026
Daniel Cho challenged an example I’d been using in a LinkedIn conversation. The more I tried to defend my original thinking, the less convinced I
