Your Wins Are Lying To You
April 13, 2026
Good companies study their losses. Win–loss reviews, pipeline analysis, postmortems on stalled deals. The assumption is simple: losses teach you where the problems are. If
Category: Blog
Willingness to Pay Isn’t About Your Product
April 6, 2026
Every pricing conversation eventually lands in the same place. Charge what a buyer is willing to pay. It sounds simple. If you can figure that
Why More Features Make It Harder to Buy
March 30, 2026
Most companies assume that adding more features makes their product more compelling. On paper, that logic holds. More capability should increase value. More value should
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
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
March 9, 2026
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
March 2, 2026
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
February 23, 2026
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
February 16, 2026
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
February 9, 2026
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,
