Why Buyers Really Buy
September 15, 2025
You can listen to the full audio version of this blog we call — Blogcast. You’re sitting in a conference room facing a software purchase decision.
Tag: pricing foundations
Pricing AI: The Value of Packaging
September 8, 2025
You can listen to the full audio version of this blog we call — Blogcast. I got so excited last week to dive into how to
Packaging AI: Structuring Features and Placing AI in Offers
September 1, 2025
You can listen to the full audio version of this blog we call — Blogcast. The value architecture has three layers: foundational problems, problem scope, and
Pricing AI: Are You Selling a Platform or a Solution?
August 18, 2025
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
Pricing AI: Do Costs Finally Matter in Pricing?
August 11, 2025
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
Pricing AI: A Practical Guide for a Hype-Filled World
July 28, 2025
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
Why Empathy Is Your Most Underrated Pricing Tool
July 21, 2025
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
Two Buyers Talked … and Nothing Bad Happened
July 14, 2025
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
Everyone’s Talking About AI. Almost Nobody’s Using It.
July 7, 2025
You can listen to the full audio version of this blog we call — Blogcast. Over the Fourth of July, I took a trip to the
Product-Market Fit Is Overrated for Pricing
June 30, 2025
You can listen to the full audio version of this blog we call — Blogcast. “Product-market fit” is one of the most popular phrases in startup
