Episode Description: In this episode, Fynn sits down with Bill Wilson, founder of Pace Pricing, to discuss his journey from software developer to pricing expert. Bill shares his insights into the intricacies of B2B SaaS monetization, common pricing mistakes, and how to build effective pricing strategies. Whether you're an early-stage startup or a growing SaaS company, this episode is packed with valuable advice on optimizing your pricing and packaging models.
Key Topics Covered:
Bill Wilson's Career Journey
Transition from software developer to founder to pricing coach
Founding MindSea and SalesRight
Acquisition by FastSpring and founding Pace Pricing
Trends and Inflections in Enterprise SaaS
Shift towards hybrid pricing models
Importance of net revenue retention
Focus on profitability post-pandemic
Building Pace Pricing
Target audience and services offered by Pace Pricing
Deep dive into data, market research, and customer insights
Importance of rigorous validation processes
Common Pricing Mistakes in SaaS
Early-stage mistakes: giving products away for free, overcomplicating pricing models
Growth-stage mistakes: not changing prices, avoiding seeking help
Misconceptions Around Pricing and Packaging
Often over-rotate on what the price should be, rather than how the product is packaged and purchased
Often don't take holistic approaches to monetization
Advice for Engineers and Product Leaders
Importance of subscription management platforms & entitlement services
Integrating pricing and packaging into product development
Supporting go-to-market creativity with agile pricing adjustments
Memorable Quotes:
"Profitability has become a key focus post-pandemic, and aligning pricing strategies with customer value is essential."
"Effective monetization strategies involve understanding customer value and aligning pricing models to match."
"Not changing prices over time is a major pitfall; stagnant pricing can lead to decreased value perception."
Resources Mentioned:
Bill Wilson on X (@WDRWilson)
Call to Action: If you enjoyed this episode, please subscribe, rate, and review on your favorite podcast platform. For more insights on B2B SaaS pricing and monetization, follow Schematic on LinkedIn.
Host: Fynn Glover, Co-Founder of Schematic Guest: Bill Wilson, Founder of Pace Pricing