If Buyers Can’t Explain It, You’ve Not Sold It
March 2, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Companies think they have a pricing problem. Usually it’s a
Category: Blog
Why AI Is Making SaaS Metrics Grow Up
February 23, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. ARR had a good run. But it’s over. Annual Recurring
Credits Are Both Billing and Currency and That’s the Problem
February 16, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. I keep disagreeing with my friend Steven Forth about credits.
Pricing Theory vs. Buying Reality: Why Usage-Based Pricing Still Wins in Enterprise AI
February 9, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. If you spend enough time talking about pricing AI, someone
The Three Value Disciplines: Why Price Takes the Blame When Buying Gets Hard
February 2, 2026
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
January 26, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Right now, a surprising number of companies are offering AI
“We Lost on Price” – Truthful and Useless
January 19, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. After a deal falls apart, the explanation comes quickly. “We
AI Didn’t Kill Per-User Pricing. It Exposed It.
January 12, 2026
You can listen to the full audio version of this blog we call — Blogcast. AI did not break per-user pricing. It revealed that per-user pricing
Price Is the Tradeoff
January 5, 2026
You can listen to the full audio version of this blog we call — Blogcast. When deals stall or fall apart, price is usually blamed. The
Buyers Don’t Buy Features
December 29, 2025
You can listen to the full audio version of this blog we call — Blogcast. Buyers trade money for value, not features. Features describe what a
