Tommy Noonan, a product leader with experience at companies like Full Story, Cypress, Interviewing.io, and Tropic, shares his career journey and insights on monetization in B2B SaaS. He discusses the challenges and complexities of building and supporting monetization infrastructure, emphasizing the importance of visibility, control, and leverage. Tommy also provides advice for product and engineering leaders, encouraging them to be bold in pricing and packaging decisions and to ensure that everyone in the company is aligned and has something to gain or lose from monetization changes. He highlights the formative experience of being at a rapidly growing company and learning from the best people.

Takeaways

- Building and supporting monetization infrastructure in B2B SaaS can be complex due to technical and operational challenges.

- Visibility, control, and leverage are key components of a successful monetization system.

- Product and engineering leaders should be bold in pricing and packaging decisions and ensure that everyone in the company is aligned and has something to gain or lose from monetization changes.

- Being at a rapidly growing company provides valuable learning opportunities and personal growth.

Sound Bites

"Do things well thought out, but don't be scared to take big leaps."

"Everyone at the company has something to gain or lose from pricing and packaging changes."

"Being at a place that's growing rapidly is instrumental to personal growth."

Chapters

00:00 Introduction and Career Journey

05:21 Monetization at Tropic

07:26 Curiosity and Trends in B2B Software

09:35 Framework for Thinking About Monetization

13:12 Complexity of Monetization in B2B SaaS

15:57 Systems and Tools for Monetization

23:35 Lessons for Product and Engineering Leaders

25:32 Formative Experience and Closing

Keywords

product management, monetization, B2B SaaS, pricing, packaging, growth, visibility, control, leverage