Ep7: Jim Geisman – Subscription Pricing Expert


Jim Geisman was founder and president of Software Pricing Partners for many years.  He is one of the grandfathers of pricing in software businesses.

In this episode, Jim tackles what subscription pricing is all about, the structured process of product and service packaging to fully address customer segments and needs,  and the correlation of usage to value when it comes to subscription pricing.


What You’ll Learn from this Episode

  • Understand what subscription-based pricing is all about
  • Discover how having a systematic pricing metric and model help justify the value
  • How usage is connected to value and how to monetize those date to have a new source of value in subscription payments


“You have to be extremely careful not in what you charge but how you present the options to the customer.”

– Jim Geisman

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Topics Covered:


01:57 – Jim’s backstory, getting an MBA in Harvard

03:09 – How Jim started in his pricing journey

05:45 – The pricing metric to be considered in a subscription model

09:45 – Jim dig deeper into Salesforce’s subscription pricing model

15:25 –  Correlation of usage to value, why subscription services are considered key to monetize customer relationships

17:45 – How usage is a metric in vertical markets

20:20 –Jim’s advice on how to create a pricing impact


Key Takeaways:

“The metric that makes the most sense is the customer.”- Jim Geisman

“Think about the way they make in purchasing decisions and incorporate some of their own personal buyer skepticism and objections.” – Jim Geisman




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