Pricing insights for B2B SaaS teams
Strategy, operations, and the systems that connect them.
Per-Token, Per-Seat, Per-Outcome: Why Your Next Pricing Model Change Will Break Your Spreadsheet
AI inference costs are forcing SaaS companies to rethink pricing faster than ever. Here's why that operational shift breaks every spreadsheet-based pricing workflow.
The Mid-Market CPQ Trap: How Companies End Up in 6-Month Implementations They Didn't Need
Mid-market B2B companies routinely get sold enterprise CPQ solutions sized for companies 5–10x larger. Here's how to recognize the trap and what to do instead.
The Complexity Cliff: Why You Need a Pricing Owner Before You Need a CPQ
Mid-market B2B SaaS companies hit a pricing complexity cliff fast. Here's why establishing pricing ownership matters more than buying a CPQ — and the right sequence to follow.
Why AI Is Forcing SaaS Companies to Rethink Their Pricing Models
Usage-based, hybrid, consumption — AI is pushing SaaS pricing beyond per-seat models. Here's what's changing and how to structure it.
What Happens When AI Agents Start Quoting for Your Sales Team
AI agents are already drafting emails, researching accounts, and summarizing calls. Quoting is next. But an agent quoting from a spreadsheet is terrifying. Here's what needs to be true first.
What Is a Price Book — and Why Your B2B SaaS Team Needs One
Most B2B SaaS companies don't have a pricing problem — they have a pricing management problem. Here's what a price book actually does and why spreadsheets can't replace one.
The Hidden Cost of Pricing Chaos: Why B2B SaaS Companies Leak 3–5% of Revenue
Most B2B SaaS companies lose 3–5% of ARR to pricing execution failures — not strategy failures. Here are the five sources of revenue leakage and how to fix them.
How Much Is Pricing Chaos Costing You? The Revenue Leakage Math Every SaaS Leader Should Know
B2B companies lose 1–5% of revenue to pricing execution failures. Here's the math — with sourced research — and how to calculate your own exposure.
5 Signs You've Outgrown Spreadsheet Pricing (And What to Do About It)
Spreadsheet pricing works until it doesn't. Here are the five signals that your SaaS team has hit the wall — and what the upgrade path actually looks like.
Salesforce CPQ Alternatives for Mid-Market SaaS Teams
Salesforce CPQ entered end-of-sale in March 2025. Here's how mid-market SaaS teams should think about replacing it — and the alternatives worth evaluating.