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
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,
Pricing begins with understanding why buyers choose to make a purchase in the first place. Buyers don’t purchase AI because it is powerful or innovative.
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
Buyers trade money for value. They don’t care what it takes you to deliver your product. They care what it does for them. That principle
You can listen to the full audio version of this blog we call — Blogcast. One of the most important lessons in pricing is this: Buyers
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. Over the Fourth of July, I took a trip to the
