With SaaS, per-seat pricing was simple, predictable, and familiar to buyers. It became so common that many equated “SaaS pricing” with “seat-based pricing.” But AI
Every day a new vendor pops up promising “AI powered” this or “machine learning” that. Budgets are being carved out, boards are asking about AI
You’re sitting in a conference room facing a software purchase decision. Two vendors, similar products. Vendor A costs 15% more but has a proven track
I got so excited last week to dive into how to do AI packaging, the frameworks and structure, that I forgot to help you see
The value architecture has three layers: foundational problems, problem scope, and situational context. Last week we talked about how foundational problems define market segments. But,
Mark, Why Does This Distinction Matter? In AI, whether you are selling a platform or a solution is one of the most important strategic decisions
You can listen to the full audio version of this blog we call — Blogcast. Buyers trade money for value. They don’t care what it takes
You can listen to the full audio version of this blog we call — Blogcast. This is the first of a series of blogs that may
You can listen to the full audio version of this blog we call — Blogcast. Most people think pricing is about math. We build spreadsheets. We
You can listen to the full audio version of this blog we call — Blogcast. I teach pricing (and value) a lot. And I always include
