Your Wins Are Lying To You
April 13, 2026
Good companies study their losses. Win–loss reviews, pipeline analysis, postmortems on stalled deals. The assumption is simple: losses teach you where the problems are. If
Tag: pricing value
Willingness to Pay Isn’t About Your Product
April 6, 2026
Every pricing conversation eventually lands in the same place. Charge what a buyer is willing to pay. It sounds simple. If you can figure that
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.
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
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
Pricing AI: When Algorithms Replace Buyers
December 22, 2025
You can listen to the full audio version of this blog we call — Blogcast. AI buyers change pricing more than any shift we have seen
Pricing AI: Three Levels of Value Visibility
December 15, 2025
You can listen to the full audio version of this blog we call — Blogcast. AI vendors love to talk about data, but most of that
AI Can’t Own Pricing
December 8, 2025
You can listen to the full audio version of this blog we call — Blogcast. There is a fantasy running around the business world that AI
Pricing AI: Outcome-Based Pricing – The Holy Grail for AI
December 1, 2025
You can listen to the full audio version of this blog we call — Blogcast. Buyers do not care how many tasks your AI performs or
A Tool to Reveal Your Value Literacy
November 24, 2025
You can listen to the full audio version of this blog we call — Blogcast. Buyers trade money for value. That idea drives every pricing conversation,
