AI has made pricing complicated again. In SaaS, sellers could rely on predictable usage and stable costs. With AI, both sides are uncertain. Buyers don’t
Business school professors love to preach that companies exist to maximize shareholder value. The idea is simple enough: shareholders take the risk, so the company
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
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
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
You can listen to the full audio version of this blog we call — Blogcast. Most companies try to segment their markets by surface traits like
You can listen to the full audio version of this blog we call — Blogcast. Pricing AI is one of the hottest topics in tech right
You can listen to the full audio version of this blog we call — Blogcast. I’ve been struggling to understand the difference between the Jobs to
You can listen to the full audio version of this blog we call — Blogcast. In pricing conversations, we often treat value and willingness to pay
