Join me in the latest episode of the Product Thinking Podcast as I welcome Dan Balcauski, founder of Product Tranquility.

Dan is an expert in optimizing pricing and packaging for B2B SaaS companies. In our conversation, we discussed strategic nuances of pricing models, the importance of understanding customer value, and the common pitfalls organizations face in their pricing strategies.

In this episode, Dan addresses the intricacies of pricing beyond numbers, emphasizing the need for a strategic approach that aligns with both market demands and customer needs. He shares insights on how effective pricing can transform from a liability into a formidable competitive advantage, thanks to segmentation, value-based pricing, and strategic decision-making.

If you’re looking to refine your pricing strategy and leverage it as a competitive edge, tune in for actionable insights and expert advice.

You’ll hear us talk about:

• 06:38 - The Journey to Pricing Expertise

Dan shares his transition from software engineering into the pricing world. He highlights that companies often neglect how they capture value, resulting in rushed pricing decisions despite the significant impact pricing can have on a company’s success.

• 15:03 - The Mechanics of Pricing and Packaging

Explore the four elements critical to pricing in B2B SaaS: price metric, price model, offer configurations, and price fences. Dan uses the McDonald's menu as a relatable example to illustrate how these elements play out in the real world.

• 39:18 - Lessons for Long-Term Pricing Success

Dan advises treating pricing as a process that evolves with market changes, noting the importance of governance, continuous improvement, and alignment with customer value and business strategy.

Episode resources:

Dan on LinkedIn: https://www.linkedin.com/in/balcauski/

Product Tranquility: https://www.producttranquility.com/

Check our new course: https://productinstitute.com/p/mastering-product-strategy-overview

Timestamps:

00:00 Coming Up

07:47 Pricing Misconceptions and Segmentation

15:03 Pricing Mechanics and Internal Ownership

23:50 Scaling Pricing Metrics and AI-Related Challenges

34:45 Avoiding Bad Pricing Metrics

39:18 Advice for Long-Term Pricing Success