Public evidence record
Published podcast speaker
Books, apps, and tools
service / likes
“There's also more room to handle the full monetization infra-layer. So for example, I like how Orb marries the billing component with the data infrastructure to actually inform what your pricing and packaging iteration should be and help you forecast and optimize revenue.”
app / likes
“I have little kids, so I don't know if this is going to be as interesting for folks, but we like Story Bots on Netflix.”
book / recommends
“My buddy Madhavan from Simon Kucher's wrote a book called Monetizing Innovation. This is a great read. He and others there have done pricing engagements with hundreds of tech companies, so there's a lot of stories and practical tips there. I often gift that one to founders, so I can't do this whole talk without giving a nod to my friend, Madhavan, and his bible.”
Claim ledger
15 transcript-backed records
01 / recommendation
“My buddy Madhavan from Simon Kucher's wrote a book called Monetizing Innovation. This is a great read. He and others there have done pricing engagements with hundreds of tech companies, so there's a lot of stories and practical tips there. I often gift that one to founders, so I can't do this whole talk without giving a nod to my friend, Madhavan, and his bible.”
02 / recommendation
“I have little kids, so I don't know if this is going to be as interesting for folks, but we like Story Bots on Netflix.”
03 / belief
“I remember using tools like Mixpanel and Segment and even Jira to an extent where I was paying a cheap amount to get going, and all of a sudden I realized we had grown quickly and I looked at all of our SaaS spend and I was blown away by how much more we were paying.”
04 / belief
“I think what I described around marketing and sales, just because they really touch the dollars.”
05 / belief
“I think early growth folks like us have a unique bond and a lens on startups and investing.”
06 / belief
“I think another layer in the stack is experimentation. So this is really critical infrastructure, in my opinion, for these cross-functional product data growth teams to A/B test hypotheses and understand their impact on the business.”
07 / belief
“" Again, going back to the misstep at Evernote, I think there was always a premium plan, but it didn't really bridge into enterprise.”
08 / observation
“This prospect was really leaning in and excited about using Envoy, and the conversation shifted to pricing. So in that moment, because Larry was feeling some good vibes, he decided to 10X the price that he was typically charging people.”
09 / prediction
“So, let's hope everyone makes a little more money after today. And I've seen a lift upwards of 10X on revenue, but it's sometimes hard to parsh just the pricing change, because usually it can be coupled with big product changes, a rebrand, a lot of PR, the launch of a new plan, like a team or an enterprise plan.”
10 / evaluation
“I get so much value from it that I just feel obligated to pay." And take that in for a second, because if guilt is one of the main reasons why people are paying you, then your free version is too good, and you are leaving money on the table.”
11 / evaluation
“Retention goes up because now you have these shared workflows that are incredibly sticky.”
12 / preference
“I realized how much I love having that portfolio view of the world and helping founders look around corners.”
13 / preference
“There's also more room to handle the full monetization infra-layer. So for example, I like how Orb marries the billing component with the data infrastructure to actually inform what your pricing and packaging iteration should be and help you forecast and optimize revenue.”
14 / evaluation
“You're missing out on critical feedback loops to understand what people are willing to pay. And you're shooting your future self in the foot because this is the other problem, is at some point you're going to start charging, and you're going to experience some backlash.”
15 / evaluation
“It's really free money when you shine a light on an account that nobody was paying attention to and some inside sales team can drive a large account expansion. So I don't know what better ROI you should get than that.”