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Creating Clarity in the Pricing Process Chris Mele
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Creating Clarity in the Pricing Process Chris Mele

In this episode, Chris Mele, CEO of Software Pricing Partners (SPP), dives into why pricing is often the most overlooked yet critical lever in software businesses. He shares how pricing decisions can carry enormous financial impact (he cites an $8.5 million case), why so many companies delegate pricing and treat it as a “black box”, and how turning pricing into a disciplined, data‑driven process can drive profitable growth, not just acquisition. A must‑listen for SaaS leaders who are ready to move from gut feel to clarity in pricing strategy. Guest Bio Chris Mele is CEO of Software Pricing Partners, a firm founded in 1982 that has pioneered pricing strategy specifically for B2B software companies. softwarepricing.com+2Executive Board | Fast Company+2 Before taking his role at SPP, Chris founded and led a SaaS company through cloud transition and has experience at Ernst & Young and in launching the first online banking solutions in the U.S. Forbes Councils+1 At SPP, he helps software companies build pricing as a repeatable, defendable discipline rather than an afterthought. Takeaways Pricing decisions—even small tweaks—can have massive financial consequences. Chris mentions a decision shift equating to $8.5 million in impact.Many companies treat pricing as a meeting topic (“let’s change this discount moment”) rather than a process grounded in data. Frequently pricing is delegated to mid‑level teams (deal desk, Excel jockeys) rather than owned by the CEO or leadership — that delegating weakens accountability and rigour. The absence of clear transaction‑level deal data (net vs list price, discounting patterns, product SKUs) makes it extremely difficult to diagnose pricing leaks. The starting point: get clean deal‑data, understand what you sold, at what list price, discounts, net price, term lengths; this produces “low‑hanging fruit” to fix. Pricing must be treated like product management: continuously iterated, measured, governed — not just set once and forgotten. When done well, pricing becomes a major profit driver and business value creator — many software companies leave enormous value on the table by not treating pricing properly. Chapters 00:00 Introduction – Vince welcomes Chris Mele of Software Pricing Partners 00:20 Chris gives background on his firm and how he came to pricing 01:01 The moment he realised pricing was the missing piece (deal closed for 1/10th value) 02:24 Why pricing is so hard: small decisions carry big risk 03:54 Typical scenarios where SPP engages (PE investment, new exec team, profitability focus) 05:18 Why many software companies ignore pricing as discipline 07:42 How pricing decisions are made (executive meetings, delegation, lack of tools) 09:25 The “fear” factor—lack of data, complexity, hidden risks 13:05 How to begin when your pricing is a mess: start with transaction‑level data 16:25 The upside: what happens when you get pricing right 19:08 Example: university dev‑license turned into a $300k per year deal 20:43 How to connect with Chris/Software Pricing Partners LinkedIn Follow Chris Mele on LinkedIn.   / christophermele   Follow Vince Quinn on LinkedIn.   / vince-quinn-sbx-productions-podcast   𝐖𝐀𝐓𝐂𝐇 𝐎𝐔𝐑 𝐎𝐓𝐇𝐄𝐑 𝐕𝐈𝐃𝐄𝐎𝐒: • Your next customer will be an AI Agent - A... • Stop Wasting Half Your Ad Budget | Steffen... • The Truth About AI Agents in Sales (2025 S... • Cancel a Missile, Make an Ad - Neil Davidson • Automate, Don’t Replace, Your Spreadsheets... 𝐒𝐔𝐁𝐒𝐂𝐑𝐈𝐏𝐓𝐈𝐎𝐍 𝐋𝐈𝐍𝐊: @FutureFuzzPodcast As Promised ⁠Software Pricing⁠ 3 Business Strategy Pivots for Evaluating your Pricing ⁠Software Pricing⁠ - 4 Pivotal GTM Moments for Evaluating Your Pricing Hashtags #SoftwarePricing #PricingStrategy #SaaS #Monetization #ValueBasedPricing #Profitability #PricingProcess #PricingOptimization #PricingScience

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