Matt Bradley, former CEO of Cloud Snap, shares insights on his career journey and the importance of pricing and packaging in B2B SaaS. He emphasizes the need for pricing to be aligned with the value customers receive and not out of sync with the company's cost structure. Matt also discusses the common misconceptions around pricing and the importance of collaboration between product, sales, and marketing teams. He highlights the significance of having a clear pricing philosophy and a well-designed pricing page. Matt shares a success story of ProsperOps, a company that has effectively aligned its pricing model with customer value.

Takeaways

• Pricing should be aligned with the value customers receive and not out of sync with the company's cost structure.

• Collaboration between product, sales, and marketing teams is crucial for effective pricing and packaging.

• Having a clear pricing philosophy and a well-designed pricing page is essential for B2B SaaS companies.

• Misconceptions around pricing include the belief that enterprises don't want to see pricing and that product owns monetization.

• The most influential moment in Matt's career was becoming the CEO of Cloud Snap, which involved taking a significant risk and learning how to lead cross-functional teams.

Sound Bites

• "Knowing when to say no"

• "The price that you charge customers has to be aligned to the value a customer receives and also can't be out of whack with your cost structure"

• "They have a pricing model that perfectly aligns to the customer"

Chapters

00:00Introduction and Career Journey

09:56Growing Cloud Snap's Business

15:28Exciting Inflections in B2B Software

25:23Common Mistakes in Pricing and Packaging

32:01Influential Moments in Matt's Career

37:54Collaboration and Organizational Challenges in Pricing

42:02Connecting with Matt Bradley