How Big an AI Bite Are You Asking Buyers to Take?
August 3, 2026
Pricing AI is hard. Selling AI is hard. Marketing AI is hard. Most companies blame the technology. The real issue is how much change they
Tag: pricing
Product Myopia: The Antidote
July 27, 2026
This is the fourth and final post in a series on Product Myopia. If you missed the first three, I introduced the disease, showed you
The Case for Token-Based Pricing
June 15, 2026
I’ve spent decades arguing against cost-plus pricing, and token-based pricing is simply cost-plus. So when I say token-based pricing makes sense right now, I want
What Is a Pig Worth?
May 11, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. I recently listened to a Radiolab episode called “What Is
Your Wins Are Lying To You
April 13, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Good companies study their losses. Win–loss reviews, pipeline analysis, postmortems
Willingness to Pay Isn’t About Your Product
April 6, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Every pricing conversation eventually lands in the same place. Charge
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. When companies lose a deal, the explanation is almost always
Credits Trade Clarity for Flexibility
March 9, 2026
To understand what credits really do, it helps to separate three ideas that pricing conversations often blur together. A value metric is how buyers measure
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.
