Pricing in the Real World: Babies, Bots, and Billing скачать в хорошем качестве

Pricing in the Real World: Babies, Bots, and Billing

In this episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman go deep on pricing—how it’s discovered, negotiated, and perceived in the real world. The conversation spans Salesforce’s rapid-fire evolution of AI pricing models, unpacking the tradeoffs between consumption-based pricing, flat-rate enterprise licenses, and bundling AI to drive expansion and simplify buying decisions. The hosts also examine what Salesforce’s acquisition of Qualified signals for the AI SDR market, competition, and private equity, before zooming out to practical lessons on multi-year contracts, renewal dynamics, and when longer commitments actually pay off for buyers and sellers. Throughout, everyday analogies—from daycare costs to grocery store loss leaders and Instacart price variation—ground abstract pricing strategy in lived experience, making the case that pricing is less about theory and more about psychology, cash flow timing, and incentives. — SPONSORS: Metronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That’s why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.com Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: https://pulley.com/mostlymetrics — LINKS: Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn:   / cj-gustafson-13140948   Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn:   / kyle-poyar   Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn:   / slackerstuff   https://www.forrester.com/blogs/ai-ag... https://www.macrotrends.net/stocks/ch... https://seekingalpha.com/news/4532724... https://www.mostlymetrics.com/p/your-... https://finance.yahoo.com/news/whole-... https://www.fastcompany.com/91458229/...    • Billionaire Bill Gates Guesses Grocery Sto...   — RELATED EPISODES: 5,762 Job Applications. Zero Offers.    • 5,762 Job Applications. Zero Offers.   Escaping the AI Thirst Trap: Building Products That Actually Last | Des Traynor    • Escaping the AI Thirst Trap: Building Prod...   Sloponomics: Surviving the AI Content Flood with Rudeness    • Sloponomics: Surviving the AI Content Floo...   From SMB to Enterprise: The CFO Scaling Playbook With Andrew Casey | Mostly Classics    • From SMB to Enterprise: The CFO Scaling Pl...   Is a weekly martini ARR? | with Dave Kellogg    • Is a weekly martini ARR? | with Dave Kellogg   — TIMESTAMPS: 00:00:00 Preview and Intro 00:01:12 Sponsors — Metronome | Pulley 00:03:33 Newsletter Discount Experiment 00:04:52 The Real Cost of Daycare 00:07:14 Childcare Pricing Mechanics 00:09:01 Salesforce’s New AI Pricing 00:10:14 Agility vs. Confusion in Pricing 00:13:31 CFO Budgeting and Flat-Rate AI 00:17:31 Margins, Performance, and AI Usage 00:19:24 Salesforce Margins and AI M&A 00:20:02 Salesforce Acquires Qualified 00:22:33 M&A Implications for Martech 00:24:24 Bundling AI in Vertical SaaS 00:25:29 AI Tools Move to Bundles 00:27:48 Multi-Year Deal Strategy 00:28:56 Single-Year vs. Multi-Year Discounts 00:31:50 Avoiding Price Increases 00:32:45 Multi-Year Deal Adoption 00:34:27 Best Vendors for Multi-Year Deals 00:37:40 Grocery Pricing and Loss Leaders 00:43:48 Wrap Up #mostlygrowthpodcast #saaspricing #enterpriseai #gotomarket #cfoinsights